As a “Motivation Trainer” for over 20 years, I have
researched the subject of “Motivation.”
It is talked about a lot, but not very much is taught
or written about it. It seems to be a
word that eludes us. I often here people say:
“Can you motivate me?” or “I need motivating.
” or “I’ve lost my motivation.”

Part of the challenge in understanding
the concept of “Motivation” is to understand what it
means. We seem to have a distorted definition of what it is.
Since we know that words have positive or negative
energy connected to them, it is important
that we know what words we are saying and what those
words mean.

Let’s start our journey into understanding “Motivation”
with a workable definition.
Motivation is:

  1. Making a Choice
  2. To Take Action
  3. For a Result
  4. Whether You Feel Like It or Not.

“Motivation” is about what you choose, not how you feel.
The first myth about “Motivation”
is that it somehow has something to do with how you feel.
So if you feel like exercising,
you are motivated, and if you don’t feel like exercising, you aren’t.
If you feel like working your network marketing business, then you
are motivated; if not, you just aren’t motivated.
If you feel, like going to church, you are motivated; if you don’t feel like
it…. And as you can imagine, there are hundreds of scenarios that
we could mention.

Once we accept a “new definition” of “Motivation,” we can move forward
to using it as a tool in our lives to help us achieve results.

1. Making a Choice.

Everything is a choice. Choice equals results. Good choices = Good results.
Bad choices = Bad results. From the time you are born, until the time
you die, you will literally make hundreds and hundreds of choices.
Every choice has a result. The caveat is that you may
make a choice today, but not get the result today. Results are still
coming even if delayed.
To stay motivated, we start with what choices will we make for s
pecific results in our lives  in every area: Physical, mental, spiritual,
social, financial, family.

2. To Take Action

Once we make a choice for a result, the mind automatically goes
into the mode of:
“What action do I need to make in order to achieve the result?”
This is how we develop our action plan for choosing and
accomplishing results in our lives.
If you don’t know what action to take to achieve your result,
you mind will go into the mode:
“Where do I go to learn what to do to accomplish this result?”

Your mind is a powerful friend or foe. With all the many years
of studying the mind, we still know so little about it.
It was created to help you.
Unfortunately with some of our old negative programming, often our
mind does not help us. It is so important that we are continually
alert to negative programming that is keeping us from fulfilling
more of our potential.
The reason we take action is for the result.

3. For a Result

What results are you choosing for your life today?
The results you have in your life today are from the choices
you have made in your yesterday. The results you will have
today and in the future will be from the choices you make.
Understand, you cannot make the right choices if you have
not clearly defined the result.

• What results do you choose for your health, your body,
  your eating habits, etc?
• What results do you choose for your thinking,
  your attitude, your words that
  you speak, etc?
• What results do you choose for your spiritual life?
  I did not say “religion”;
  I said for your “spiritual” life?
• What results do you choose for being involved with
  your community, your friends, etc?
• What results do you choose for you business,
  your profession, you finances, etc?
• What results do you chose for your family,
  for your relationships, etc.?
• It is important that you develop a “result-driven” mindset.

4. Whether You Feel Like It or Not.

When you make a choice to take action for a results, then how
you feel does not enter into the equation.
How many times do you do what you do, when you do not feel like it?
If you have children, how many times do you get up in the middle
of the night to take  care of your child when you did not feel like it?
Have you ever gone to a business training seminar, but you didn’t
feel like it? Have you ever persevered in the midst of feeling bad,
to do a business presentation or make extra calls?

In all of these situations, “Motivation” was in operation.
You were “Motivated.”

We are “Motivated” when we make a choice to take action for a
result whether we feel like it or not.
Motivation is not about “feeling,” it is simply about “choosing.
“We can have a Motivated day every day we choose to.
Should we chose to have a “laid-back” day,
that is great…that is a choice too.
We begin the journey of staying motivated when we first know
what “Motivation” is.

http://thesunrise.webprosperity.com/

Recently I ran into a childhood neighbor I had grown up with.  As we reminisced, I said to him, “Do you remember the day we tried to teach you how to ride a bike?”

He said, “Yeah.  I still have the scars to prove it.”

We kids in the neighborhood had decided this boy should learn how to ride a bike.  So we took him to the top of our hill, put him on the bike, and gave him a push.  He wobbled and crashed.  Undaunted, we hauled him and his bike back up to the top of the hill and gave him another push.  Again, wobble, wobble, wobble, crash.  We did this over and over, and he never gave up.  Every time he got a little farther down the hill.  By the end of the day, he could ride the whole way to the bottom without crashing.  What an accomplishment for him—-albeit one that came with a lot of gravel rash!

If you can ride a bike, I’m certain you can identify with this story.  You may even have some “growth” scars of your own!  But you didn’t give up and each time you got better.  It never even entered your mind you were a failure—your goal was to just keep trying and keep improving.  In fact, you probably never once doubted your ability to learn to ride a bike.  You absolutely knew you would!

How about when you were learning to walk?  It never crossed your little eight-month-old mind you wouldn’t learn to walk.  You never once thought failure was a part of your future just because you had wobbly legs!

Wow!  If you could adopt that same philosophy with your business, you would be unstoppable.  We all fail—sometimes daily.  The truth is, if you are continually growing and developing yourself, you’re going to end up with “growth” scars.

Think about a child who doesn’t have any scrapes and bruises.  What do you think of?  I picture a kid who doesn’t take risks or a mother who doesn’t allow her child to experience life and have fun.  My four children are always climbing trees, hunting in the woods, swinging, roller skating, bike riding.  They’re active.  With that kind of activity, they are constantly sporting little bruises and scrapes.  But that’s a normal—and important—part of growing up.

Think about your business.  I would worry if you didn’t have any growth scars.  That would tell me you’re not very active.  You’re not trying very hard.  You’re not in the trenches getting dirty.  It’s time for you to dig in and get some scars.  I can hear you asking, “But what if I fail?”  The answer is:  You’re going to fail, so get used to it!  The difference between successful people and mediocre people is the successful ones look at failure as a learning opportunity.

What’s the most recent thing you tried to do?  Did you experience some failure?  What lesson did you get out of it?  That’s what counts.

Don’t let fear of failure cause you to procrastinate any longer.  Dig in and get some “growth” scars.  It’s healthy.  It shows productivity.  It’s the key to moving forward.

When you realize taking your business to the next level requires growth and development through failures, you’ll be better equipped mentally to physically keep persevering.

Here are five steps you can take to break through your fear of failure:

1. Admit it’s fear that is holding you back.
2. Realize the majority of things we fear never become reality.
3. Understand this whole process is about personal growth and development.
4. Dig in.  Attack your goal with a burning sense of urgency.
5. When you get some growth scars, learn from them and move on!

http://thesunrise.webprosperity.com/

You want to become a master of influence.
This comes from becoming a master of the art of connecting. Learn to do active listening and connecting. To be an active listener you simply repeat back in your own words what you heard them say. People love it when you listen to them. My mother use to say God gave you two ears and one mouth for a reason. Listen, ask questions and talk less, because less is more giver.

Learn to listen on a deeper level. Connect with people heart to heart. Elevate to your higher level of consciousness and listen on the edge. Hone your skills of connecting. Become a people magnet through the art of connecting. When you connect with others then you will become a master of influence. The Art of connecting is just that an Art. Start giving more compliments. Get creative. When you make someone else feel good about who they are they then feel good about you. The better they feel about themselves the more they love you. People’s favorite subject is themselves. Allow people the opportunity to talk about themselves and all of a sudden they feel you are the best conversationalist they have ever met. Connect, connect, connect and watch your enrollments go up.

Enjoy your volume increasing. Start cashing bigger checks through the art of connecting. You are a master of influence when you win the trust of others through the art of connecting. If you want more recruits monthly then become a master of influence. Develop the ability to influence others through who you become. Develop your value in the market place. Become the leader people are looking for and are willing to be influenced by. Develop your communication skills. Learn to make valuable points through the art of asking pointed questions. Become a good question asker. Be a master of influence through the art of asking pointed questions to reveal the truths that you want your prospect to discover. If they discover the information on their own it is more valuable than if you simply tell them. Facts tell however questions sell. Are you looking to change your financial future? If you continue on the same path you are currently on where will you be twelve months from now? I’m looking for people who are absolutely serious about changing their financial future….is that you? Ask thought provoking questions. We did 500 million in sales in our fourth year of business wouldn’t that mean the product is safe and effective.

If money were no object what would you be doing with your time right now? It sounds like you make a decent income however do you have time? What are you going to do when you no longer are able to exchange time for money? How are you going to thrive on your retirement income when most Americans can’t survive on their current income? Do you have a plan B? What if you get hit by one of the 4 deadly Ds, death, disability, divorce and downsizing has no calendar it can hit anyone at anytime…what is your plan B? If not now when? Be a winner in the game of life by becoming a master of influence. ABC, always be connecting so you can ABC always be closing. All millionaires are excellent promoters. Become a grand promoter through being the master of influence. Influence others, promote, promote, promote then enjoy the results of winning in the game of Life!

http://thesunrise.webprosperity.com/

Voicemail Script

When prospecting over the phone, you’ll probably average about 50% of your calls being
answered by voicemail.
Therefore, a good voicemail message is critical.
When you get an answering machine or voicemail, leave a message with the same
intent as your live conversation.
Tell the prospect who you are, where you’re calling from and that you’re returning
their call.
To alleviate days and weeks of phone tag and uncertainty, don’t be afraid to assign
them a task just as if you were speaking to them live.
Here’s a great voicemail script sent to us by one of our clients who consistently achieves
results from his message.

Hello_______ (prospect’s name) this is ______ (your name) from ______ (city, state).
I’m calling you back in regards to the information you requested about a home business.
What I’d like to do is leave you with my Web site, plus I’ll be emailing it to you as well so
you can check out our company and system. I’m not here to sell you our product or
business opportunity! If you see the value, you’ll sell yourself.
My Web site is ______ (your Web site). Simply complete the presentation and once
you’ve done that, I’ll gladly give you a call and see if we’re compatible and if we can
work together.

If you need to reach me, again this is ______ (your name) my home office number is
_______ (your phone number) my Web site is _______ (your Web site). Don’t forget
to look for the email from me as well. It will have specific instructions on exactly what to
view. Have a great day and I look forward to speaking with you soon!

Note: If you have an opportunity to relate to one of their answers from the survey,
do so at the end of your message – kids, stay at home, retire early, etc.

http://thesunrise.webprosperity.com/

Having the privilege of training thousands of people from hundreds of companies who market a huge variety of products and services, you can imagine the great disparity of answers I get when I ask the question, “What are you really marketing?” Let’s see if you have the right answer. If you do, you can avoid years of frustration and become one the top marketers in your industry, leaving others in the wake of your record breaking production.

In a typical live training or conference call, we have business people who market nutritional products, legal services, travel, insurance benefits, telecommunications, jewelry, housewares, software, electricity, financial services, asset protection, video email, music, movies, skin care, cleaning products, and pet food, as well as doctors, lawyers educators and other professionals. You can only imagine the myriad of answers we get when we ask such a diverse group, “What are you really marketing?” and “What is the thing that you are focusing on while marketing that particular product or service?”

When it comes to marketing, nothing becomes dynamic until it becomes specific. This doesn’t mean that you have to overload your prospective client with an outrageous amount of information about your product or service. That is the furthest thing from the truth! Amateurs think that they need to impress people with their knowledge so they go overboard with the details and the facts about their product or service.

For example, a person who markets travel starts listing all of the places they travel to and all of the hotels and airlines they use along the way. BEEP, wrong answer! People are much more impressed with your enthusiasm than they are with your knowledge. If things are simple then people looking to market your product or service will feel like they can do it. If they feel like they have to learn all of the facts and details first they will feel overwhelmed and give you the excuse that they don’t have the time.

Ok, it’s time to ask the question again, “What are you really marketing?” If you are still convinced that it’s your specific product or service, then let’s fix that right now. What you should be marketing is a WAY for DISSATISFIED PEOPLE to find SATISFACTION. You are directing them down a path to find that satisfaction. It’s about finding that key thing that motivates them, that is most important to them, and then keeping that thing in front of them.

Let’s go back to the travel example. The dissatisfaction may be that they don’t get to travel enough because they can’t afford it. You may have a travel package that provides discounts, as well as, a way that they can earn extra money marketing the package. If your entire focus is on all of the details contained in your travel package and business opportunity, you have not adequately motivated them to take the next step. But, if the focus is on their dissatisfaction, and being able to overcome it through the affordable travel benefits, and have it pay for itself through the business opportunity, it has now become specific. You now have them focused on the RESULTS!

What is specific is now attainable. What isn’t specific becomes confusing, and therefore unattainable. Most home business builders are overloading their prospects with things that don’t really make a difference. So, it boils down to possessing a skill on how to motivate people properly. That skill is showing others how to get the results from your product, service and business opportunity that will turn their dissatisfaction into satisfaction.

You have now differentiated yourself from all those network marketers who continue to bombard prospects with information hoping that something will grab a hold of them and make them move forward. Now as a professional, you ask the questions that reveal the prospect’s dissatisfaction and then direct them to the specific results that your business provides that will lead to their satisfaction. It really is that simple!

Which brings us to the next step in the process. How do you find out their needs?

Master this single most powerful prospecting technique and recruiting becomes easy!  Apply this simple strategy and you will see your success ratios soar!  In fact, one of my clients used this method to grow his monthly check from $1,300 to $14,000. It’s time for you to get the same results as MLM professionals by utilizing this proven method starting today. 

If your heart and mind are not in the right place, this technique will not serve you and your business well. If you are a manipulator, self-serving, full of pride and don’t like people, this technique will be very difficult for you. This is a high-level personal development issue. This technique is not about controlling people to get what you want for your own personal gain. It is about lifting others up to surpass you and hit 6 and 7 figures. It’s about helping others advance in your corporation to top level positions. This enable you to develop the leadership skills that everyone should be striving for. When you work diligently to pull the best out of others you will reap a great harvest.

Most people in the home-based business industry are pitching what they like about their program to prospects. This old school method is so familiar to people who have been pitched hundreds of times in the last 20 years that they see it coming and run the other way. Even with the best of intentions, you will not get their attention.

No matter what your business is, building trust is what you’re after. Always check your motives to make sure your heart is in the right place before you engage anyone with this technique. If you don’t trust people, you certainly cannot pull trust out of them. Be careful not to pre-judge people because you will not be able to win them over.

Get addicted to helping people improve their lives and yours will be rich beyond imagination. Build relationships with the sole purpose of helping others.

Establish rapport by getting people to talk about themselves. The simplest way to do this is by using the age-old acronym FORM (Family, Occupation, Recreation and Message) to draw out what is important to them. I go deeply into this process in my live trainings but you can practice this daily starting one letter at a time. I challenge you to start conversations with the letter “F” and just listen as people tell you about their family and who is most important to them. You will be amazed at how great a conversationalist YOU become by getting people to talk about themselves and what’s important to THEM.

Through this FORM process, where you spend the majority of your time asking questions and LISTENING, you will discover the person’s needs, strengths and goals. Once you get to the “M” (message), they have already given you the reasons why your business opportunity will provide the vehicle for them to reach their goals. This method will show you how to help people get what they want, which in turn, will always help you get what you want. It isn’t about you or your product or service. It is about your PROSPECT and what they want! Master this concept and you will leave your competition in the dust!

On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or break your conversation.

Imagine that you are telling a bedtime story to a child. You would not drone on in a bored tone about the “Big, Bad Wolf.” No! You would put fear and passion into your voice to have that story come alive for that child. On an introductory call, you are telling your story to your prospect. Think about it in the same manner—what you would like that prospect to hear, feel and see.

The emphasis on any particular word can totally change the meaning of a sentence. Let’s take the phrase, “She is not a thief.” If you emphasize the “She”—the sentence means that she is not a thief, but someone else is. If you emphasize “not”—the sentence is a defense. If you emphasize “thief”—the sentence implies that she is something else that you have just not named. Think about the emphasis that you wish to make—and use your voice accordingly!

Look at each sentence in your sales pitch and determine what you are trying to convey and what is the best way to do so. Try out different line deliveries, until you are satisfied with the result. Use a tape recorder to listen to how you sound. Do you sound like someone with whom you would like to have a conversation? Listen for warmth and passion in your voice. Do you sound interesting? Convincing? Confident? Is your speech clear, professional and pleasant? Or do you sound angry, tired, tentative or bored? Is your speaking voice nasal, a monotone or singsong? Do you speak too fast or too slow? Do you mumble? Remember as you listen to the tape that you hear yourself differently than do others. By listening to your taped voice, you will hear yourself as others hear you.

Once you have determined what you wish to convey to your prospect, practice your script until it flows easily. You do not want to sound like you are reading a script. Call your friends and pitch them. Perhaps you can work with a colleague who is also making introductory calls. This way, when you have your prospect on the telephone, you will be prepared and voice the message that you wish to voice.