Mach 1 Relationships Blog

Are you Authentic, or are you a pitch man (woman)?

October 13th, 2008

What’s the True Link Between all this Law of Attraction Stuff and Selling?

October 6th, 2008

Over the last few years, there has been a great buzz about the Law of Attraction brought about mostly by the smash hit movie The Secret. Since viewing this movie, many individuals have sought to bring the principles of the Law of Attraction more consciously into their lives. Millions of people that had no idea of what “manifestation of desire” was before the movie, now are trying to manifest everything they desire … with very mixed results.

Why such mixed results? Mostly because The Secret was noticeably missing some key components to wielding the Law of Attraction (manifestation by intent). It is not as easy as simply wanting something, placing your intent on having it, visualizing it, and then having it arrive at your door.

When I first saw the movie The Secret my reaction was “I knew it”. I had felt for most of my life that there was no dis-connect between your thoughts, emotions, and actions and having things turn out the way you wanted them to.

So when this movie came out, I began studying the Law of Attraction and personal development as a whole with much more intensity. Why? Primarily because I knew inside that the difference between breaking through from force based income to attraction based income in much greater quantities was the prize.

I read dozens of books, and listened to dozens of CD’s on the topic and never really found the missing link until reading “The 7 Spiritual Laws of Success” by Deepak Chopra. In this short metaphysical expose on the connection between the spiritual side of our being to attracting whatever we want into our lives, Deepak introduces very simple to state, yet incredibly deep ideas.

I’m a “how to” guy, and engineer after all; and this book had enough “how to” in it’s text to take some specific actions. I won’t spoil the read for you (and you can read it online from the link I provided above). You’re going to be surprised at the “how to” part.

In each of the 7 laws you will find components which when used in conjunction will make you a master attractor of the kind of people you want in your network marketing or direct sales business, or the kind of clients you want for long term highly profitable business relationships.

While there are buckets of wisdom in Deepak’s book, these 3 things stand out as it relates to attraction based, relationships base, and authenticity based selling. The duality concepts of “object-referral” and “self-referral” are profound as they relate to understanding how you ego interferes with your success. The Law of Karma clearly explains how your “vibe” today is affected by decisions from the past, and what to do about changing that Karma should you want to. And thirdly, how providing Service to humanity is the key to attracting all that you want.

Without diving in to the specifics of “The 7 Spiritual Laws of Success” (because it is a short enough read to do it now yourself); here is the key to being successful in attraction based selling and marketing.

Be a nice person. Be someone that people would like to talk to. Smile whenever you speak with someone, even over the phone (use a mirror to change your habits). Just be happy a personable. People do business with people they like.

Bring service to the NOW of a conversation. Regardless of how great your product, service, or opportunity is, what your potential client requires from you now is a demonstration of the true benefits of being your client … getting to work with you. You increase the value of yourself by bringing unconditional service into the mix. If you don’t have what someone is looking for, don’t try to convince them just so you make the sale (this is ego based and bad Karma results); extend a helping hand, if only for a minute to point them in the direction where they can find what they are looking for. Your prospect will never forget that, and you will feel good about it (not rejected!)

Be a great listener. So many sales professionals I have encountered regularly speak over their prospects. They are so busy focused on “making the pitch” that they never stop to hear what their customer wants. This practice doesn’t work in your personal life, and doesn’t work in your professional life. Deepak’s book details how to use meditation to silence the mind for a few minutes every day. This will help you be a profoundly better listener when practiced regularly.

There are many more salient points to be extracted from “The 7 Spiritual Laws of Success“. And when I look back at my own success, and study it in the present, I thank my grandfather, father, and uncles for teaching me about providing great service at a young age.

Having practiced that 1 component I have attracted huge flows of income and been able to help many. As I covered in my Getting in Your Game call series recently, if you were to pick 1 aspect of the Law of Attraction to focus on first, focusing on being a servant and solution provider to others would be the #1 choice by far. People pay for service. YOU pay for service, and purchase more based on service and how you “feel” about a merchant than anything. So, what makes you think your clients aren’t going to do the same with you.

Jim Rivas

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How to tell your story for maximum sales impact and influence

May 14th, 2008

When building your network marketing or direct sales business using stories, yours or someone else’s, is very influential in assisting your prospect to make the decision to take the next step.

Consider the real reason you even show up on the phone and speak with a prospect. You contact potential prospects for one reason only, and that is to build rapport. By providing a living breathing testimonial to the legitimacy of your primary product or opportunity, your customer will get to know you better, as well as understand what your solution can do for them, thus building more trust and credibility and ultimately rapport.

Because you are marketing opportunity, the ways and means to create a designer life, it is critically important that you make it real and legitimate for your potential network marketing or direct sales team member. Hearing from other people that are involved in a particular opportunity is the key reason that must call your prospects and tell them the story of the opportunity, and your story in particular.

Your story gives your prospect a frame work to be able to determine if you are the right leader, and if they can see themselves succeeding in your business. AT a deeper level, your story, or someone else’s, provides your potential network marketing or direct sales partner a basis to get to know you, or someone like them better.

A potential prospect will not get started with you if they do not conclude that they can succeed in your opportunity, so telling stories of success, yours or others, is the cement that will make having success believable.

So how do you tell your story?

The easiest to develop your story is to start by writing a brain dump of your professional life. Be sure to include the ups and downs, how you felt at certain critical milestones and events. The objective is to paint the picture that led you to DECIDE to take advantage of the network marketing or direct sales opportunity you are engaged in now.

By telling the tale of your life, or the stages of your life that led you to conclude that this opportunity is the right solution for you, you provide a way for your prospect to not only get to know you, but also to give them a baseline with which to find similarities between their own life and your life. The influential component of story telling is to assist your prospect to conclude that if you can do it, so can they.

Hearing other people’s stories is also useful, particularly if your socio economic background is not identical to your prospect’s. Showing them that people like them are succeeding is very influential, and in most cases downright critical.

Once you have developed your brain dump complete story, you can then isolate segments of your story which support compelling arguments for moving forward, as well as to show your prospect that their decision is just like the one you already made.

We use story “Bytes” to assist us to answer questions and to edify a prospect’s question, concern, or to reduce resistance by pointing out the we were once in the same position (or that someone we know was in the same position), and come to the conclusion that getting started was the right answer.

The basic framework of any story you tell should be to show cause and effect. What you want to do is make the argument that getting started in your network marketing or direct sales business has been a cause for great things to happen in your life (effect).

Using language like “when I decided that starting my own business was the only way I would have control over my own life, choosing this company became an obvious choice because of X, Y, and Z”. This is a far more effective way of communicating the benefits “X, Y, and Z” than to just state those benefits.

You can also use a story format to assist your prospect to see what is going to happen once they have decided to get started in your network marketing or direct sales business. For example, a prospect could ask you what kind of training is available in your program, and you could respond by saying that “we have live training calls 5 nights a week, and they cover all relevant topics”. While that may be a factual response, it does not “influence” your prospect quite like the following would …

“I was still unsure when I decided to get started, at least until I began attending the 5 weekly company training calls. I was blown away by the completeness of these trainings, and the knowledge that was freely shared by the leaders. I quickly began to feel really good about my decision, as I am sure you will as well. You will see as I did that everything you require to be successful is provided for”

Of course you can expand on this format and insert more adjectives, and detail. Just remember that when telling the story of your opportunity, the more personal you make it through your story, the more believable you become to your prospect. Keep your tone even and absent of hype, and your prospect is way more likely to be influenced by your story.

Another huge reason to use the story format when recruiting team members into your network marketing or direct sales business has to do with the automatic subconscious response that occurs in almost all people when they hear a story.

I’ll cover more on that in a future article post.

Get to writing, developing, and telling your story today, and you will see more of your customers go deeper into your sales process, guaranteed.

Jim

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Which of these Major Hot Buttons are you pressing in your Network Marketing or Direct Sales Business?

April 30th, 2008

Emotional hot buttons have been the Holy Grail of selling processes since sales processes were invented. When you study every system out there for your network marketing and/or direct sales business, you find that each selling system has a method of discovering and/or exploiting emotional hot buttons or emotional triggers during the sales conversation.

Exploiting emotional hot buttons is also a major theme of copywriting because, after all, copywriting is salesmanship in writing.

When you are having conversations with your prospects using the Mach 1 Relationships stages of emotional activation system, you naturally discover your prospect’s emotional hot buttons as you explore their core values, criteria, and desire (stage 4, 5, and 7)

You simply make a point of listening for them as your network marketing or direct sales prospect answers your questions in general dialog. For example, the fear of being wrong about which business you choose is perhaps the biggest fear of all for your prospects. This fear exists in almost all people, as no one wants to be wrong about anything.

In our society, being right is important, and so when a person is evaluating opportunity, the biggest emotional trigger they have is about being right (or not being wrong) about the network marketing or direct sales program they choose to get started with.

Because of this reality, most prospects tend to accumulate a list of what they “don’t want” to do or sell to be successful. The only problem is no matter what your prospect thinks about a particular detail of your network marketing or direct sales program, they are wrong, unless their objection has to do with the compensation plan, or the success strategy.

So many people focus on the products, and so many network marketing and direct sales professionals oblige them in conversation when they talk about the juice, nutritional product, personal development products, wealth education products, events, etc in a first conversation. Sure, you will eventually discuss these in detail after your prospect has demonstrated that they are worthy of your time by following your directions.

In the first conversation with your network marketing or direct sales prospect, the product is always Opportunity, prosperity, the ways and means to create a designer life. In other words the means (they way, the vehicle to transport them) to have their “everything”.

You see, what you are endeavoring to do is to discover your prospect’s everything and at the same time discover what has kept them from having their everything until now. In this dialog lies exposed for you to see and have, what their emotional hot buttons are.

Here’s a list of a few emotional hot buttons that we encounter when building our network marketing and direct sales enterprises. All of these have to do with the emotional state, and emotional frame(s) of reference that our prospect operates under.

First the Negative emotional variations: I’m not good enough, I’m guilty (of being greedy, thinking greedy, thinking about myself, etc), I’m irrelevant or unimportant (I don’t posses the “gravity” or “presence” to attract others); I don’t want to be wrong about my choice; I don’t want to be disregarded (abandoned once the money flows); I’m broke financially (scarcity); I’m imprisoned by my job (I can’t get out because of pay and obligations); I don’t have any choice; I don’t have the skills (they don’t even know which ones they require yet); I’m ignorant (and therefore afraid that I am not qualified to make the proper decision); AND I’m out of time (I have to make money NOW).

Do you see a pattern in these? As you have been speaking with prospects while building your network marketing or direct sales empire, you have heard these kinds of comments, ideas, beliefs either directly during authentic discussions, buried in objections; or in their discussion of what they want.

Know this about each of these emotional hot buttons; they all have a positive opposite and your goal is to influence your prospect’s thinking to be able to accept that the opposite may also be true, while keeping you finger firmly on the “sore” of the negative emotional trigger.

In other words, when you are building your network marketing or direct sales business, and you hear a prospect speak in the negative about an emotional hot button, know that you can influence them from the frame of reference they offer. What you do is change the frame on them to also consider the opposite of the emotional pain (negative); to understand that by working with you; you will guide them to having the positive opposite of that particular hot button.

Let’s look at the “I don’t want to be wrong” emotional hot button. Let’s say that your prospect announces to you that they are looking at several companies (they all do, they just don’t all admit that they do) because they want to be sure to pick the RIGHT opportunity for them. What you may be conditioned to do is then start selling the benefits of your program, how your opportunity is better and different; when in fact what you should be doing is focusing on this emotional button. You should be exploring the nature source, and malleability of the belief/frame of reference regarding your prospect’s button.

You can vivify the emotion by using adjective/adverb combinations to bring more attention to the emotion. So in the case of not being wrong you could say … “imagine how wonderful you will feel, when you are able to be certain because you have decided and selected your right opportunity, like me”. “So Mr. Prospect, what’s important about selecting the right opportunity? … What does the right opportunity look like to you? What kind of income and how fast would the right opportunity be able to provide?”

And further …”Mr. Prospect, I’m not sure what you know about the network marketing or direct sales home business industry; however, sooner or later you will come to the realization that who you work with and the business strategy you deploy will have much more effect on you getting the results you want than the particular product you choose. After all you could sell many different products, and make a few dollars; yet massive wealth comes from building leverage. Every business owner knows this truth no matter what business they are in. So imagine how you will feel when you get started, with this program, you will be able to be right and meet your objectives like me.

And in the follow up conversation, to use this emotional hot button to activate your prospect to choose you … “By now, from me understanding what your objectives are, to be retired in 5 years, I feel certain that this solution is right, it can take you to that destination. Mr. Prospect, do you see how simple this process was to do right?

Can you hear yourself and see yourself assisting others, understand that you will do right by yourself as you help others be right too?

When do you desire to feel right about the new choice you have made in your life today?

Do your conversations sound like this at all? If not, perhaps the Mach 1 Coaching program is your ticket to learning to use strategic and tactical language patterns, like me. And when you learn these techniques, you will have the power of right on your side.

Executing this concept is doable by anyone. Simply begin to speak in the authentic, in the moment, in the here and now and about your customer’s problems, and what solutions you can provide. Remember your income vehicle is just that in this context. Unless your prospect is in dire need or really understands what your product is and it’s relevance to their success; it is simply unimportant to them.

Who says so … You do! It’s always about being right about the MONEY!

The only thing your network marketing or direct sales prospect’s want is success. They never want to be wrong. Your mission is to assist them to be right every step of the way.

Take that fast lane to learning these skills. Learn the “how to” behind the “what” by joining the Mach 1 Coaching program and membership website.

Jim Rivas

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Why do we even make the first contact phone call for our Network Marketing or Direct Sales Business?

April 22nd, 2008

In today’s Internet world, you don’t have to look far to find a web site offering you an opportunity and/or a service “that takes you out of the equation”. “No Selling”, “No Cold Calling”, and “Automated Income” clutter the ad space with shouting headlines in an attempt to seduce would be network marketers or direct sales professionals into getting started in a business where you avoid the single activity that gives you control of your own prosperity.

The logic behind “outsourcing” sales activity certainly looks good on paper. In fact those that offer such systems would even suggest that corporations do the same thing by hiring sales professionals to peddle their products.

When you look at the nature of network marketing and direct sales, and understand completely what is being sold, it is difficult to imagine that wealth could be built by proxy. The entire industry model is built on “consumer to consumer” marketing principles. That means YOU contacting another person.

Should you choose to “outsource” calling your prospects, how do you expect them to build any rapport (read trust and credibility) with you? That’s right, they won’t. They can’t. And yet what is required to build a healthy duplicating organization is the personal touch.

Face it, if you could outsource the relationship building component of your network marketing or direct sales business, the question is … would you? I can tell you from trying this that you would then expect your conversion rates to drop 80%! And then what kind of organization are you building when everyone joins based on the premise that success is attainable by proxy.

Do the research of top earners and you will find that they do their own phone work. Should you ask them why, they would tell you because the are looking for the right people for their organization, not simply getting paid in this moment.

Unfortunately that is not the case for all home based marketers. However, when you build your business, and “interview” prospects as if they were your vice presidents in your large and ever building company; what you will build is an organization that duplicates, and a higher quality of life for you as you avoid the co-dependent high-maintenance distributors that will eat your time alive.

So now that we have established WHY we make our own phone calls when building our network marketing, MLM, or direct sales business; we then must understand how THIS NEXT conversation fits in to that strategy.

For those of us that have hired, fired, and/or employed people; you know that when hiring a key position in your company, you began with a stack of resumes. Most of those resumes were sorted out quickly for obvious reasons like a poor cover letter, or not following instructions.

Out of 100 resumes I used to review, 80 of them were in the “reply with thanks” basket rather quickly. The next 20 were culled down to 4 or 5 through phone interviews, and the finalist determined through a live interview.

Look at those numbers. Compare that to prospecting in network marketing and direct sales. They are about the same. Certain laws of this world are like physics; and the 80/20 principle is one of those laws. Take the top 20%, apply the 80/20 rule to that reduced part of the whole, and the resulting 20% is … 4%.

Is there any wonder that it is 3%-4% of the population that controls 80% of the money? Absolutely not. It is just physics.

When you want to join the 4%, you begin behaving like them. The easiest way to join that group is to find something that no one else wants to do, and go do a lot of it!

Pick up your phone and dial!

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Facing the Truth About Objections in Sales, Network Marketing, Direct Sales Network Marketing, and Home Business.

April 10th, 2008

I received an email today from a top name in Internet Marketing of network marketing and direct sales businesses. In this email the author suggests that dealing with objections is not necessary if you have a marketing system that keeps people who raise objections from ever reaching your telephone.Wait a second. You mean you could actually have people call you, have no objections, resistance, fear, or questions and just part with money in your favor?Wouldn’t that be nice? That sounds like those “make money doing nothing” business proposals out there. You know the ones. They purport to suggest that you can make all kinds of money using a “system” that takes you out of the equation? Sounds kind of like millionaire by proxy doesn’t it? Why would you want to risk your wealth on the existence of a 3^rd party system, vs. building you as a system?As thousands of people have discovered the hard way, those types of opportunities are fairy tales for everyone except the person that makes all of the money off the marketing system of course.

Today I was reminded of a universal truth to long term wealth building. People have all of the money, and if you want then to transfer large sums into your bank account you had better be delivering real value over a long period of time.

I was also reminded of the universal modality of communication, the spoken word. People want to be with, talk to, and otherwise collaborate with people. And as you build your network marketing, MLM or direct sales empire, you cannot avoid speaking with … people.

Because people are malleable creatures full of limited beliefs, limited education, and in many cases limited imaginations; we naturally have to deal with resistance, objections, and questions as we build relationships with those very same people. Just ask someone like Bill Gates or Donald Trump how far they would have gotten without attracting the right people into their world.

And yes, any and every leader, millionaire or otherwise has people skills, which at the end of the day means they have spent much time speaking with and interfacing with people; and being told NO by people. It’s just part of the game. It’s part of everyone’s game, whether you want to admit it or not. You cannot avoid people and build leverage in any business much less a network marketing or direct sales business.

The only reason you fear objections is because you are not prepared to handle them properly. Your lack of preparation has you feeling vulnerable and at times weak.

Well relax because the next several entries on the Mach 1 Relationships Blog are going to be about the art and science of handling resistance, objections, and questions with ease.

Handling objections in your network marketing or direct sales business effortlessly requires that you learn and ultimately become proficient in framing or “frames of reference” techniques. To listen to a recorded training I did on objections mastery art and science click this link http://www.Mach1Relationships.com/overview_call_12.html

As a teacher trainer, I teach and support proper objections, questions, and resistance management techniques because having those skill sets is integral to succeeding in network marketing or direct sales. However, as I learned in my 3 ½ years in the industry, the more confident you become about handling objections, the fewer of them you encounter. This phenomenon suggests that most objections are created by you.

I also learned as an Internet Marketer that I could reduce the number of objections I got by placing more information on my marketing funnel so that people that were not as qualified did opt themselves out, by never opting in. However, I still found even the most qualified motivated prospect brought objections, resistance, and questions to the table, and because of preparation and skill, I was able to enroll way more than my fair share into a network marketing and direct sales business.

Until the next installation, fear not objections, as they are the opportunity to discover more truth at greater speed.

Jim Rivas

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How To Build Huge Sales Success Through Pipelining

April 8th, 2008

So you just got started in sales, network marketing, MLM, or direct sales, and your leader tells you to call some leads and use a script. Being coach able, trainable, and/or obedient, you do just that; and you get your head handed to you.

However, you are determined and now you go buy some leads, supposedly leads that are targeted and interested in your network marketing / MLM or direct sales business. You parted with some cash for these leads, and each one on the list represents anywhere from $1 to $12 PER NAME. No problem you think as long as you get a sale or 2 out of your new list.

And so you call those leads, and eventually get 30% - 50% of them on the phone (if you are lucky) and make your pitch. You have to make money so you get them to your conference call and website just as you were instructed to. You were able to schedule some follow up appointments (you’re going to get paid on at least a few of those, or so you think).

You start making your follow up calls only to find that most of those people have gone into the witness protection program. Much to your surprise, most of the messages you leave go unreturned. However, you check with you mentor and they tell you that this is normal for network marketing or direct sales.

You start to think “that’s not what they told me before I pulled out my credit card”; however, you are determined and as such you keep following up and following up, and calling and calling. Soon enough you realize that you have “squeezed the water” out of that batch of leads; but you haven’t made any sales yet. You decide to give it a few more days, surely a couple of those people are going to buy.

A week later after occupying yourself with training calls and other time stealers, you realize that no one has called you back to sign up in your Network Marketing or direct sales business. You wonder why that is. After all, you are following the simple system, and you bought the leads they said to buy. You spent your hard earned money on the leads. What’s happening you wonder?

So you call your mentor, who again says its normal, go buy some more leads and make some more calls is their advice, and just bring me the 3-ways when you have them. When you hang up you realize that you received more of the same advice, so you decide to try again.

As you pull out your credit card, you are reminded of the $400 you spent just last week that has not produced any sales yet; however, you are coach able, trainable, and motivated, so you do it again.

You repeat the process and get the same result. You call your up line and get the same advice. Only problem is that now you are beginning to wonder just how many times you are going to have to do this in order to make money. You are out $800 and have made no money. So this time you buy $200 worth, and work those even harder. You continue to follow up with people from all 3 lead lists over the next week or so waiting, just waiting for someone to say yes, and they don’t.

At this point you are frustrated. Your heart tells you that to continue to do the same thing and expect a different result is borderline insanity; however, you desire to have the dream lifestyle that the network marketing and direct sales industry purports.

What are you going to do now?

You are at a critical juncture of your new business. The System is not working for you. You surmise correctly that there must be more to it.

Why aren’t my prospect’s signing up?
Why aren’t there more better leads in these lead lists I keep buying?
Why does it feel like my business is in a standstill?

Because … it is!

Face the facts. Building a network marketing or direct sales business requires the same approach as does building any business. The number 1 reason new associates fail is because they do not approach their business with a business mentality.

Consider how things would be different had you forked out $100,000 for a franchise. What’s the first thing you would have done? Probably gone and purchased a $3,000 sign. Then you would have show up every day, doing whatever it took to attract new customers into your store; doing whatever it took to make the cash register ring.

And you would be doing that activity every day. You see, that sign you bought is out there working for you every day, and maybe a potential customer must see it a dozen or so times before they pull in to your establishment.

And when they come in, if you are overly attached to them buying anything, they will probably leave because they will feel pressured.

When you approach your network marketing or direct sales business the same way you would approach a traditional business, you understand that it takes time to build momentum and to become a trusted source for your customers. Becoming a trusted source does not happen when you continue to chase or harass them.

What is required is skill sets development and a better understanding of how a network marketing or direct sales business is built. It’s a concept called pipelining, and you can listen and learn what it is all about right here …

http://www.Mach1Relationships.com/overview_call_GITG_04-07-08.html

Enjoy!

Jim Rivas

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How a routine Mach 1 Relationships Coaching call led to disclosure of the Biggest Most Closely Guarded Secret that is being used by Top Earners of Network Marketing, MLM, or Direct Sales Industries.

April 3rd, 2008

How a routine Mach 1 Relationships Coaching call led to disclosure of the Biggest Most Closely Guarded Secret that is being used by Top Earners of Network Marketing, MLM, or Direct Sales Industries …

… And why so many Industry Top Earners are going to be so mad at Jim Rivas for divulging this closely guarded secret…I too have been following the Jim Rivas’ Mach 1 Relationships training calls and articles unveiling this unique and ground breaking approach to selling products, services, and/or opportunities. I have found these methods and strategies particularly effective in the network marketing/ MLM and direct sales industries because they focus on being who you are, not on being something you are not. As Jim has often said, “the Mach 1 Relationships system is based on Authenticity”. In case you are unclear of what authenticity means, just think of it as telling the truth, the whole truth, and nothing but the truth as you work with and directly influence your prospects wants, criteria, and desires.Over the last 2 weeks Jim has been focusing on frames of reference, what our perceptions are, and how they effect our relationship building efforts with prospects.On today’s Mach 1 Relationships advanced coaching call I think he got ahead of himself while discussing our homework assignment for the week. He was explaining pre-framing. Pre-framing is the strategy Jim teaches to use on the first call where you influence your prospect’s view of what they will see when they go through your sales process. I have found this strategy to be profound, as it has made a profound impact on my business.

I don’t think he had planned on disclosing the biggest kept “Top Producer” secret of network marketing/ mlm or direct sales industry. When you look across the spectrum of success in this industry, there are a few that seem to have it all, 95% of the success, and then the rest of the industry who are working to join the 5%.

Jim Rivas points our that in his observations across the industry, all top earners have developed an angle on their business that separates them from the pack, and in fact the rest of the industry such that they are able to convert 3 to 10 times more prospects into sales than is the norm in a particular business.

All of us have been told this is because they “work harder”, “have more experience”, “have better marketing”, “a better story”; you name it. No companies out there want to admit the truth about how their top earners become top earners and what they do differently than the rest of the rank and file.

What do these top earners like Jim Rivas know that you do not?

When I heard Jim explain this strategy, everything we have been learning so far in Mach 1, through the NEM calls, the Getting in Your Game Calls, the Mach 1 Relationship coaching calls suddenly made far more sense. I could instantly see that I now had the key that I was looking for.

This is a biggie, and NO I can’t just blurt this our here on this blog, as I have promised Jim I would not. That he has even mentioned and confirmed that this strategy even exists would get me banned from the “inner circle” dinner parties; because if everyone knew this secret, and executed their business this way, then the advantage for the top earners would be lost.

Is the “yeah right” inner voice sounding off in your mind right now?

I have a feeling there are more such profound secrets in Jim Rivas’ brain; however now that I have learned this, I can study what he did with his 2 direct sales opportunities and completely understand why he became the dominant top income earner.

I can assure you this is information is so profound that if you integrated this with your business tomorrow; you would change your results quickly. Jim is so sure of this that he is using the Mach 1 coaching program student base for case studies.

And on today’s call, without prior intent, Jim revealed this profound secret. Knowing this secret and integrating it into his business made him millions of dollars and a legend in this industry as he won top producer award after top producer award.

So, while you are learning the Mach 1 Relationship skills that are available free of charge on the New England Marketing calls, and integrating them into your network marketing / mlm or direct sales business, you are beginning to discover that your new found awareness and enhanced skills are changing the game for you. When you use these skills you will begin to feel good about your ability to succeed, and about the time you have invested to learn the skills.

Many students have reported an increase in results due directly to new techniques they are integrating ever so quickly into their opportunity.

And after using the free training for some time, you might stumble into, and realize this profound secret that Jim divulged today, and that all top earners know. Even if you never learn this secret, you could still do well in your business; however, if you desire to build real wealth, and not jut make a few dollars, walk the path that all Top Earners walk.

You can have this profound secret right now by joining the Mach 1 Relationships coaching program. For a limited time only, you can purchase a 30 day trial membership, gain access to the recordings and study guides for 30 days. You have choices to just join Mach 1, Samurai, or both for affordable monthly subscription rates.

And yes you would have access to this shocking secret that Jim Rivas revealed today on the Mach 1 Coaching call. And yes, I am honoring my promise to Jim to keep this secret off of this and other blogs to prevent him from being tarred and feathered. Jim assured me that he would not be teaching this on an open call as he only wants to teach it to those that are well versed in Mach 1. And, the authentic guy that he is also pointed out that this particular information is worth at least tens of thousands of dollars, if not more. It’s not every day that you can bend over and pick up a million dollar bill is it?

I don’t think Jim planned on revealing this particular strategy to the Mach 2 audience as he is integrating it as part of his upcoming ground breaking solution (I can’t tell you what that is either, but I know). In fact this secret strategy is so valuable that it goes beyond the Mach 1 Relationships curriculum, and Jim could (an probably will) change his mind about whether or not he will edit that part of the audio out.

So … I suggest you grab it, before he changes his mind, before he wakes up and realizes that he is giving away million dollar insider secrets for less that $100, and decide to charge thousands of dollars for what clearly was the key factor in him becoming a 7 figure earner in the network marketing / mlm and direct sales industry.

Visit http://www.Mach1Relationships.com and click the button on the left that says “Special Offer”.

A friend of Jim Rivas

Check Him Out …

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Why the Mother of All Assumptions Gets You in Trouble with your Network Marketing or Direct Sales Business

April 1st, 2008

It has been said that assumption is the mother of all mis-communication. To assume, means to pre-assign meaning to a situation based on what someone says or does. The meaning that we assign, however, is based on our own internal frames of reference, “our frame” if you will.

Why does this lead to much lower conversion rates (sales conversion ratios) in your network marketing / MLM or direct sales business? The answer is simple … the entire default frame of reference for the industry is the assumption that someone wants to have more money, a better lifestyle, financial freedom.

In the various corners or product offerings of the network marketing / mlm or direct sales industries also lies more presumption. You see, when you understand that everyone does not have the same values as you; or assign the same importance to great nutrition, personal development, financial education, or even leisure travel, you then will begin to realize why you may set yourself up for failure right at the outset of a conversation.

Just yesterday afternoon, I was graced with a “slam call”, a person prospecting me for an opportunity ( he bought my name from a list I guess) and was cold calling me. He first used deception, posing as a prospect, asking me how my business was going (that I have been out of for over a year), and that sent up the red flag. He made it sound as if he was calling me about my business, and then all of the sudden shifted into a hard core press, push, and otherwise infliction technique whereby he said the following …

“if I can show you how to put $10,000 on the table for your kids in the next 30 days using a system where people like me would be calling your customers and closing all of the deals for you, wouldn’t you want to take a few minutes to learn more? You would earn up to $3,000 per sales while you are doing something else.”

Pretty strong statement actually, attaching money and to my kids. However, he was of course “pre-supposing” that I had kids, that I would even be interested in having $10,000, that I would be excited by $3,000 a sale, that I would want to have someone else do the selling for me (which means that I am weak or afraid of doing my own selling), or that I would go further in a discussion with a person that just used deception to get in the door.

I will tell you how I answered him in just a minute, however, I am willing to bet this guy makes lots of phone calls per day that are real short. I had actually called him back, because he left a message inquiring about my business (the old one), so I figured perhaps I could sell him a Mach 1 and/or Samurai Marketing course. However, I did not press him, or even get to the point of even discussing it with him.

Now, when you hear me talk about spraying the “spaghetti” against the wall in your network marketing / MLM or direct sales business, this is precisely what I am talking about. It’s called throw enough stuff out there, as fast as you can, that many people may have an interest in, and see what sticks.

Pre-supposition #1 was that I would want to have $10,000 in the next 30 days. Who wouldn’t especially if someone would simply give it to me, which is almost how it sounded to me.

Pre-supposition #2 was that I may be excited by $3,000 a sale income.

Pre-supposition #3 was that I did not want to have to do my own selling, or work, or otherwise.

Pre-supposition #4 was that I needed the money for my kids, even if I didn’t need it for me; that “of course” I would do it for them.

Pre-supposition #5 was that I would forget that he just deceived me to get me on the phone, and that I would then trust him.

Pre-supposition #6 was that I even needed or wanted what he had, because of course everyone wanted money.

I could parse this down even further, yet you get the picture. Sadly, this is very typical of a power sales script in network marketing, MLM, and direct sales. Pushy, presumptive/assumptive that more money is required or desired, etc.

When you chose to use a sales script like this, you will begin to realize that you are not going to “connect” with too many people, because there is something fundamental that must happen in order for that connection to happen. You must have credibility, and trust, at least a little, And that kind of trust and credibility is created by being polite, straight forward, and totally absent of deceit.

So how did I respond to this guy? Did I say I wasn’t interested? No, I figured he had a comeback line to that, where he would try to make me feel guilty or out of sync with everyone else. Did I ask him how much it would cost, or any other question? No I did not; because I know there was one word that would stop this train dead in its tracks; and would provide at least a little fun for me watching how he handled it.

So follow me here … his question sums up like this “if I could SHOW you how to have $10,000 for my kids right now, of course you would be willing to take a look right?” My answer … NO.

As I have so often pointed out in my articles, e-books, and trainings for several years now our prospects rarely tell us NO. They give us excuses, or well planned lies, to be polite, etc. However, I wanted to see what he did with that answer (just being curious of course); because with proper skills he might have elongated our discussion, and who knows.

When I said NO, I just let it hang out there. There was 8 -10 seconds of silence. He did not know what to say, and finally said, have a nice day in a sarcastic kind of self propping kind of way. He never even asked me what I was saying no to. (He was busy trying to think of what to say, a true pattern interrupt).

Because he was too busy giving me his pitch (and he is a busy guy of course), the thought never occurred to him to ask me what I may have wanted; why I got involved in the industry; or if I even had kids. With a pitch like that by the way, expect to make hundreds of phone calls per week as only those that fit your presumptive pitch will respond; and that will be limited to the desperate (the 30 day part), or the weak (the I close your sales part).

As regular readers of this blog, you should now have an understanding of what he should have done instead …

On tonight’s New England Marketing / Mach 1 Relationships call, I will cover the proper scenario in detail.

The call is at 9PM EST 712-338-8000 pin# 9079#

See ya there!

Jim Rivas

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Should you “Back up the Ambulance” or “Launch a Rocket”?

March 24th, 2008

Sooner or later when building your network marketing or direct sales business, you will come to the realization of what your true product is, opportunity. When we get too close to a particular company’s products and ideas, we tend to lose focus on what service it is that we provide as we recruit new associates into our network marketing business or direct sales organizations.

When we are new at recruiting, we tend to lose ourselves inside the company, the company’s vision, and the products, because we see them as very important and part of our own decision making process unless … you got started for the money.

When you examine your true motivations for getting started in your network marketing or direct sales business, you would place opportunity for increased income either #1 or #2. Why then would you disembark on a discussion with a potential team member with a discussion about the products and company on a first call?

The appropriate place to get into the details of your company, such as the products and the company are after they have been through the company sales tools. When you use your network marketing or direct sales company’s sales tools, you are allowing them to do what they do best, sell their product and vision.

Your primary role in the process is to assist, and build an organization that will ultimately pay you. So what is your attachment to the “tangibles” of your opportunity?

It has to do with the ambulance factor. Our potential team members are either moving “away” from a situation or moving “towards” a better situation. Anyone searching for an opportunity begins the process in an AWAY mental condition, as taking action to solve some problem requires that you have one in the first place, or are at least be dissatisfied with something.

Traditional selling systems focus on the “Pain” factor, or the away factor, which limits their effectiveness to only those who can see their lives in pain, and wanting to take action to get away from it. While there are many people in the marketplace that cannot get past that frame of reference, we make a colossal mistake to assume that all of our prospects are still in their away state.

Positive self motivated people with vision and discipline are likely to be passed their pain, or away frame of reference, by the time we speak with them because they are the action takers. In fact these are the very people we desire to have in our network marketing or direct sales business.

When we apply away frame of reference techniques to people that are moving toward their goal, we miss the opportunity for true connection. They will experience us as not listening to them. And unfortunately for you if you are focused only on finding their pain and desire to change, you will miss what is the best type of customer/prospect you can have, a positive, motivated, and self inspired person.

When using the Mach 1 Relationships system, we are testing each of our prospects to see if they can be inspired to take action. In other words we are assisting them to get away from their away, and devise a toward thought process that includes us as part of the solution.

The stark truth though is that as we build our network marketing or direct sales businesses, we will encounter people that will actually be inspired into action with their away mentality. In other words they are pain motivated.

And when you encounter such a person, what should you do? Back the ambulance up, and show them how you and your business will help them get rid of their pain, as we rub the sore.

In the Mach 1 System we use a technique known as the “Reality Check” meta strategy to do just that. In this strategy, we create a clearly divisive choice that is either “stay in pain” or follow me; as opposed to the default Mach 1 frame of “when you desire to have more, work with me”.

The trick to using this strategy when building your network marketing or direct sales business lies in knowing “when to say when” on inspirational influence strategies, and switch to the reality check strategy.

You do this when you hear your prospect go silent when invoking the possibilities, or if they get cynical when discussing the possibilities. All you have to do then is say, “well John (prospect), what’s going to happen if you do nothing? Isn’t that going to guarantee that you will continue with what you have that you dislike so much?”.

Jim Rivas

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Mach 1 Relationships Blog

Are you Authentic, or are you a pitch man (woman)?

What’s the True Link Between all this Law of Attraction Stuff and Selling?

How to tell your story for maximum sales impact and influence

Which of these Major Hot Buttons are you pressing in your Network Marketing or Direct Sales Business?

Why do we even make the first contact phone call for our Network Marketing or Direct Sales Business?

Facing the Truth About Objections in Sales, Network Marketing, Direct Sales Network Marketing, and Home Business.

How To Build Huge Sales Success Through Pipelining

How a routine Mach 1 Relationships Coaching call led to disclosure of the Biggest Most Closely Guarded Secret that is being used by Top Earners of Network Marketing, MLM, or Direct Sales Industries.

Why the Mother of All Assumptions Gets You in Trouble with your Network Marketing or Direct Sales Business

Should you “Back up the Ambulance” or “Launch a Rocket”?

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