This Study Guide helps you gain more as you read and review the book. Share with your team! ~ “Great Guide! Excellent way to review this book.” ~ Mary Sumner, retired teacher, New York.
“When I read the outline I couldn’t help but plug in what I knew. I was surprised that I had not remembered a lot of key details, as I went back and filled in those gaps, the information is now locked in.” ~ Auggie Esquivel
“I love Eric’s training. Now I will be able to study it more in-depth with your Study Guide. It gives me direction and draws attention to things I might have missed.” ~ Dominique Thom
“Thank you the study guide, it has helped me so much.” ~ Maria Fragoso
Amazon Book Review, by Bess McCarty:
“This book is the chosen core textbook for the MLM Millionaire Club curriculum, and is being considered as the core book for the history-making world’s first accredited college course in Network Marketing at Bethany College of Lindsborg, Kansas. Why? It contains in a nutshell the how-to’s of professional Network Marketing, a hard-won summary of Eric Worre’s 25 years in the profession. Here are the 7 Steps:”
1) Finding Prospects
2) Inviting Prospects to Understand Your Product/Opportunity
3) Presenting Your Product or Opportunity to Your Prospects
4) Following Up With Your Prospects
5) Helping Your Prospects Become Customers or Distributors
6) Helping Your New Distributor Get Started Right
7) Promoting Events
Study Guide, by Bess McCarty:
* Introduction – Eric’s “turning point” story. On a scale 1-10, 1 being totally hoping for a luck, timing, shortcuts, and positioning in NM (Network Marketing), to 10 being totally committed to developing the skills needed to become a NM professional, where do you rate yourself?
* Chapter 1 – Network Marketing is better
Write down what you do and don’t want in the Perfect Career for you.
What are the 5 ways to make money? Do any provide your Perfect Career?
The New Economy is moving toward a ___________ economy.
How does that equate to working more for less money in a job?
NM is the answer in the New Economy for both companies and reps because _________________.
The catch to NM is you must deal with _________________.
* Chapter 2 – Decide to Go Pro.
Are you an Amateur, Poser, or Professional?
Eric’s definition of being a NM Pro: “A person who is an expert at the skills required to build a large and successful NM organization.”
*Chapter 3 – You’ll need skills.
But you’re not going to need a lot of money to learn them.
Three primary elements to your NM business:
Your company’s ______________.
Your company’s ______________.
But MOST important, is __________________.
Say goodbye to your ____________.
There only 7 skills to learn, and they are relatively easy to learn, but they are one of the highest paid skill sets in the world!
*Chapter 4 – Finding Prospects
80% of people who join network marketing hope they will get lucky! vs. treat it as a career.
To drive that percentage lower, your job is to ___________ people.
The professionals consider finding people to talk to as one of their _________ skills.
Make a list of ALL the people you know, and the people THEY know. Follow your interests and meet new people. Be aware!
Here’s how to never run out of prospects:
Harvey Mackay’s dad: “Harvey, starting today and for the rest of your life, I want you to take every person you meet, get their contact information, and find a creative way to stay in touch.”
*Chapter 5 – Inviting Prospects
“Successful people in MLM… weren’t hunters. They were more like ___________.”
They built ____________ and offered _____________________.
“Their ONLY objective was to __________ their prospects.”
Stand in your prospects shoes. What approach would attract you? What would cause you to put up your defenses?
A tool is the best first step to invite prospects to. Why?
An event is the most effective next step. Why?
Eric’s formula for MLM success: “Your ability to get a large number of people to consistently do a few simple things over an extended period of time.”
8 Invite Steps:
1) ______________ – prevents questions & creates focus
2) ______________ – opens minds and moods
3) ______________ – offer a solution they need, ask for advice or a referral
4) ______________ – gets a conditional exchange and usually a Yes. (Eric’s most valued phrase in network marketing.)
5) ______________ – gets a specific, real time commitment
6) ______________ – confirms it
7) ______________ – schedules the next call (their 4th “Yes”)
8) ______________ – prevents questions
Practice these 8 steps to inviting with a friend until you feel confident.
*Chapter 6 – Presenting
What does NOT duplicate?
“The pros used _______ instead of their own wisdom
The pros used _______ instead of their own presentations.
The pros used ____________ to give the facts.”
Write your story, in about 5 sentences, with the 4 elements Eric suggests. Tell it often.
*Chapter 7 – Following Up
“The fortune is in the _____________.”
How good are you at Follow-up? Let’s see…
On a scale of 1-10, 10 being excellent, how would you rate yourself on these things?
* You check back with your prospects when you say you would.
* Your purpose is educating them to make an informed decision (vs. signing them up).
* You lead them through an average of 4-6 education tools.
* You do this in a short time.
* You handle questions and objections well.
There, now you can see where your strengths and weaknesses are. (This is a great chapter!)
A fortune AND your good reputation can be lost in poor follow-up. Be the person who does what they say they will do.
The only purpose of an exposure is to ____________________.
“The best follow-up question I’ve ever used is ____________.”
“Another great question to ask is _______________________.”
If the answer is positive, go directly to ________________.
If not, just schedule the next ______________.
“Keep your urgency, but have ______________.”
How can you handle objections without being either defensive or offensive?
Objections are usually a limiting belief in ____________ or _______________.
In either case, let them know you are just like them.
Here are 2 ways to do that… ______________________.
Eric gives a GREAT way to handle limiting beliefs about network marketing. Try this out!
How do you answer, “How much are you making?” Try Eric’s tips for this, too.
*Chapter 8 – Signing ’em up
It’s your job to guide them to a _____________.
What did Eric do wrong in his early years in network marketing?
The keys to this step are a confident posture and asking the right questions.
Five things that will give you a confident posture are:
Two dynamite questions to lead up to signup are:
Four questions to close are:
Practice these today!
*Chapter 9 – Start ’em Right
To help your new distributor have the best start and not quit, you’ll want to set proper expectations and get quick results.
Eric didn’t have successful distributors at first. So he watched and learned from a mentor, who taught him a 5-Part Game Plan Interview.
Part One validates your new distributor’s _______________.
Part Two makes an agreement with your distributor about their responsibility for their business. 3 points to make:
Part Three is a get-started checklist. Make sure your new distributor is:
Part Four challenges the new distributor to get results _____________!
Part Five gives specific assignments and deadlines. Just like scheduling exposures, you now schedule assignments to accomplish things, thereby making it easier to continue than quit! Eric lists 8 of those things. What other ones can you think of? _____________________________________________________________________________________________________________
*Chapter 10 – Promoting Events
“Meetings make __________. It’s just that simple.”
The MOST POWERFUL type of event is the _________________.
Virtually every top-earner uses the destination events as the ______________ of their business.
How many have you attended in the last 2 years?
How many benefits can you find Eric describe about destination events?
Step 1 – Lead by example. What obstacles arise to you attending, and how do you solve them?
Step 2 – Grow the number of people you bring from your team. What is the difference between announcing and promoting? What are 5 tips to promoting?
Never buy someone’s ____________ .
*Chapter 11 – Patience
Traditional businesses hope to pay back their initial investment in the first _______ years.
To earn more, you need to _____________ more.
The 1/3/5/7 Formula: You can expect in network marketing:
After 1 year: _______________________________________
After 3 years: ______________________________________
After 5 years: ______________________________________
After 7 years: ______________________________________
Where are you on this journey described above?
Learn by ______________.
Model successful _________________.
Be careful of ___________________.
Teach your __________________.
Look at your 5 _________________.
Apply the Plan/Do/Review process to your business this week:
1. Make a Plan
2. Do it.
3. Review your results to improve.
*Chapter 12 – Rewards
Which of these rewards appeals to you the most?
The career you create
The freedom you enjoy
The lives you touch
The people you meet
The places you see
The causes you can contribute to
The person you become
Write about the rewards you have gotten, or aim to have (which is your Why).
THAT is YOUR STORY. Tell it often! Tell the world!
Bonus Section from Bess: How to use this book to train your team
1) Get into Groups of 3 at a Meeting.
Choose one of the following skills to direct the groups to practice:
The 8 Step Invite, The Direct Approach, The Indirect Approach,
The Super Indirect Approach, tell your story, handle objections, or sign them up.
Each person chooses a role: network marketer, prospect, and observer.
Practice the Go Pro script between network marketer and prospect.
Afterward, each person gives feedback, starting with the
network marketer, then prospect, then observer.
Rotate roles, so each person gets to experience each role.
After each skill practice, all three people give feedback.
Repeat with the next skill until all are done.
2) Game Show at a Convention
Two teams of 4 people each get on stage.
They compete to give the right answers to the Study Guide questions first.
They have prepared by studying the Go Pro book and Study Guide.
Moderator asks a random question from the Study Guide
that has an exact answer from the Go Pro book.
Team #1, first person gets to answer.
If they are right, Team #2 first person gets to answer next question.
And so on.
If any answers are wrong, the next person on the other team gets a chance at it.
Go until all questions are answered.
At the end, add up which team got the most right.
Give them a prize!
Copyright 2015, Bess McCarty. All Rights Reserved.