I was reading through the latest articles over at www.BetterNetworker.com this morning, when I came across one that immediately caught my eye, by community member, Juanita Waterman.
It inspired me to share some valuable advice with you about this topic over the next few days, so if you’re not sponsoring the number or quality of distributors that you’d like, please pay attention because you’ll find this information extremely useful…
Black Belt Recruiting
Here’s Juanita’s opening paragraphs…
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“Should I Recruit, Or Should I Sponsor?”
Well what are you looking for? New Blood? Someone to do what you want? Well then Recruiting is what you want to do.
Or do you want to help people own their LIVES? By helping those people you will own yours!
If you are looking to equip and build a person no matter the out come. That is Sponsoring. So tell me what is more appealing to you? Sponsoring or Recruiting?“
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It’s an extremely important question, and over the past 10 years, I’ve come to my own personal conclusion on this topic.
The first thing we should recognize is that there is no ONE right way when it comes to sponsoring and recruiting.
Everyone has their own style and approach, and I’ll share mine with you over the next few days.
But first, let’s set the stage…
I was as bad as you could be when it came to recruiting for almost six years.
Calling me shy would have been a massive understatement. The thought of picking up the phone and talking to a lead made me physically tremble.
I’d sit at my desk, staring at the phone for hours. I’d make endless trips to Office Depot to buy that one last supply I needed to ensure my desk was organized and ready for business.
I’d wait until I heard that next training call, or to make sure my sponsor was available for a 3-way if needed before my fingers every touched the dial-pad.
It’s like trying to sum up the courage to call the girl you like in grade-school – but now you’ve got to do it every day for a living.
I was my sponsors’ worst night-mare because they knew I had the talent and ability to achieve incredible things, but I always let my own fears and demons get in the way.
If you haven’t been in that position yet… Where you just want to stick your hands out and shake someone senselessly because they just can’t snap out of their own mental prison… You will.
Everyone needs to be in a constant state improvement, because if you haven’t figured it out yet, this industry is utterly ruthless and will expose every weakness you have to the world. That’s the nature of entrepreneurialism.
Now for most people, prospecting and recruiting is a completely emotional event that driven by fear.
Fear of rejection… What if this person calls me an idiot, yells at me or hangs up? What if my friends make fun of me? What if I get my upline on the phone for a follow up call and they never show?
Fear of failure… I spent my last dime on these leads, what if I can’t sponsor someone? I told my upline I’d be his best distributor this month. What will he think of me if I don’t produce at all? I told my family I’d make it happen no matter what it takes… What if I fail them?
Fear of success… What if I do sponsor someone? I don’t know what to do with them and I could let them down. It would be all my fault. What if I build a large organization and they ask me to start leading people or speaking in public? What if my friends resent me for making more money than them?
Yes, this industry is ruthless. In the world of capitalistic entrepreneurialism, it always has been, and always will be the survival of the fittest.
Believe it or not, that’s one of the greatest gifts you’ll ever receive during your life.
It will allow you to truly see yourself for who you are – where you’re strong and where you’re weak, which then gives you the ability to transform yourself into who you want to ultimately become.
The sky is the limit – IF – you’re willing to pay the price.
My fears gripped me and controlled my life for years. I was at their mercy and my life was truly hell because of it.
After graduating from college, I packed up everything I owned into a small pickup truck and drove from Texas to San Diego California.
All I had was a dream and a successful upline mentor named Stu who was willing to show me the ropes.
At this point, I had been in this industry for five years and never sponsored a distributor or customer outside my family tree.
Now it was “do or die” time. School was over. I was on my own. It felt like my entire future was riding on this trip.
I found the only apartment in town that I could afford and unpacked the few belongings I had… My desk, computer, books, bike, bed, guitar, phone, and a lamp.
My sponsor and I had met a few days before and things were looking up. We had an incredible marketing plan in place and all I had to do is follow up with the leads they were going to generate.
A massive radio campaign had been produced, meetings were being held in town each week, and I had secured a strategic position within the group that had the potential to put me in the millionaire category within a year or two.
I fell asleep that night determined and confident. Things were going to be different this time. Little did I know we were hours away from waking up to a brave new world.
The date was September 10th, 2001.
We all know what happened next. Our big plans disappeared over night, the investors left, and people did their best to deal with the massive question mark hanging over the entire world.
As you can imagine, it’s hard to sell optimism and opportunity during such tragedy. Business was the last thing on anyone’s mind.
I toughed it out working for $8.00/hr at Best Buy selling computers. The business never took off and I never conquered my fear of prospecting.
Four months later I packed everything up and moved back to Texas. I had failed myself on all accounts but one…
For some sick reason that most people, (other than you), will never understand, I wasn’t ready to give up. I couldn’t spend the rest of my life working for someone else, and still look at myself in the mirror every morning.
I had to conquer my fear of the phone and I had to do something different this time if it was going to happen.
I came to realize that people are funny creatures. Most of us are willing to do things for other people that we’re completely unwilling to do for ourselves.
If I hired you to call leads everyday for $30,000 per month, would you do it? Of course you would.
Then why are you still unwilling and maybe even afraid to do it for yourself right now?
Having a “job” or assignment takes the responsibility off of us. We’re willing to make those calls now because “we” are not the ones getting rejected… It’s the company we work for.
We can separate our ego from the process in a job.
I took advantage of that and made my first dive into the corporate world as a physician recruiter.
It was a strategic move…
My “job”?
Cold call 200-300 doctor’s offices per day and try to get past the gatekeeper to speak to the physician.
I wasn’t able to make those calls for myself, but I made them for my boss.
Within five days I was a completely new person. My fear of the phone was finally dead.
Months later I’d use the same tactic to conquer my fear of personal selling. I took a position as an outside sales person for a wire-less broadband start-up.
My job was to get into the big Dallas hi-rises and knock on doors, starting from the top-floor, working my way down until I made it through or was kicked out by security.
The plan had worked, and the old Mike Dillard was dead.
Months later I would meet my first real sponsoring mentor, Mark Wieser. With Mark’s help, I would go on to build my first real organization, personally sponsoring dozens of distributors in months.
Mark’s expertise in this industry when it comes to prospecting and recruiting is unequaled, which is why I produced our “Black Belt Recruiting” course with him.
Anyway, I wanted to share my story with you for a reason, before we dive into the “good stuff” tomorrow.
I had always wished my upline leaders would have revealed their struggles to me when I was getting started in this industry.
It would have made a world of difference if I had known that the pain and frustration of learning these new skills and becoming a new person was normal.
If you’re in the same position I was, then I want to you understand that it’s OK, and that you’re on the right track.
Stay tuned for Part II in the next post… We’re going to get into some really cool attraction psychology 
Mike
May 1st, 2009 at 5:57 pm
Hi Mike!
Wow I could have written that story! I am trying to get rid of the ole me and she won’t let go! I am shy, afaid of rejection don’t ask why as I have 3 kids they sell you rejection everyday, I am a dreamer! and really need to make those dreams materialize sooner rather than later. I just signed up with 2 companies both of whom work in direct sales with encouraging sponsorship/recruiting both are great companies but I need a shove in the right direction I am researching methods and trying to grasp all the info but finding it hard to implement without all the excess $$$$. I plan on following this blog. I sure it will be a great tool.
thanks,Lisa
May 1st, 2009 at 6:46 pm
Lisa,
You’re on the right track…just by being here.
I think we’ve all been there. I recommend Mike’s
courses wholeheartedly. I’m currently going over the Black Belt
Recruiting course. No hype, just good, solid material on how you should position yourself in this industry to attract the type of leaders that will help you grow your business.
Check it out here http://dcgwealthsystem.blackbeltrecruiting.com/
Hope this helps,
Robert
May 1st, 2009 at 10:45 pm
This is the reason why I love this site. I read this as if it was my own story as well. I’m still in the process of getting rid of the old me. Every now and agin she tries to rear her ugly head, but I tell her to get lost. Thanks Mike for your willingness to share
May 2nd, 2009 at 1:27 am
Mike,
I feel like I just looked into a mirror. Every fear was recognized and relived. I just feel like I’ve come to the point in my life where, like you, I just have to get over it and make it happen. I’m taking more action than ever before and I will follow your recommendation to focus on one technique and master it. I’ll stay in touch and let you know how I make out. Thanks and keep it coming!
DAVE STOLL
May 5th, 2009 at 12:36 am
I thought that I was the only one with these fears. Thanks for the inspiration. Never Give Up!
May 7th, 2009 at 6:10 am
Mike,
Thanks for the inspirational story – as a struggling entrepreneur I can relate to how you got started and I’m looking forward to sharing your success!
Cheers,
Jason
May 12th, 2009 at 5:54 pm
Hi Mike,
I ordered the Blackbelt recruiting and can’t wait to get it.
Boy, that is me right now. I use every excuse in the book to avoid making those calls.( even checking the dog for ticks ) now thats pathetic.
I’m looking forward to learning something that will help me once and for all time.
Thanks Much
Arlie
May 13th, 2009 at 12:59 pm
I love the point that you made about working for someone else and making cold calls versus working for yourself. Awesome.
May 24th, 2009 at 7:04 pm
Mike,
When we can conquer our fear of rejection and what others will think of us… we become the masters of our destiny.
The successful entrepreneurs have all managed to face their fears. Once you face your fear, it vanishes.
Just before you face your fear, all sorts of emotions will attack your body, you will get that fight or flight (butterflies in your stomach)… Just face the fear and you will destroy it.
I know what you have been through, we all have.
June 3rd, 2009 at 10:48 pm
Excellent article Mike!
I appreciated your article because it really is inspiring. It really mirrors what has been my experience along with so many other network marketers out there.
It is the same old song & the same old nightmare that are related over & over. Time & time again. That is too bad.
Thanks to programs like Black Belt Recruiting Mike Dillard is one of those superheroes in the network marketing world that has saved the day! Thank you for the brilliant article.
Jonathon Pugsley
homebasedphilosphy@getresponse.com
June 9th, 2009 at 5:11 pm
Hello and I thank You for the forum to vent our frustrations. I have been in and out of MLM or network marketing several years , and the times are changing. The “Old Fashioned” way of prospecting and recruiting has gone by the wayside,and pushed into the Past..due to the “IT”Industry…Its Time We Saddle UP… and head on UP to “The Road to SUCCESS”. This is a great site, my hat is off the the creators and producers of
Magnetic Sponsering…………thanks DAR
July 17th, 2009 at 11:02 am
What a great story. I wish I would have learned about these techniques years ago, my business would be much farther ahead today. In the end it is all a learning experience.
Thanks,
John
October 27th, 2009 at 11:47 pm
This story is the same for everybody else on the planet. Human beings are all very much the same. Who likes to get rejected raise your hand! Ok, that’s what people don’t understand about magnetic sponsoring yet is that if you do it right, it’s rejection free. If you do it right, you don’t really even need the black belt recruiting course (although I would still get it for educational purposes and those certain circumstances of self confidence). What you need is to build your list, brand yourself, hold webinars to teach others, and stay the course. Before you know it, people will look up to you as a leader and want call you to join your business rejection free. People can smell leadership and are by human nature attracted to it. Thank Mike Dillard for this course.
November 16th, 2009 at 10:14 pm
Great Words of Wisdom: As we read articles and post that other entrepreneurs write we need to align ourselves with every connection of content that we relate with of those that are at different levels of success.
According to their process of change as they make corrections and grow, we need also to adhere and take massive action and apply what we’ve learned, and as we are motivated, step out and invest in ourselves to follow a mentor that has proven success & and can be duplicated.
We all need to position ourselves as leaders in this industry. As we learn and become confident that we can lead others in time, or as it is said in my favorite book, when the fullness of time come,we will reap if we faint not, and never give up, but learn and lead, leaders are always learning,then you will have invested in yourself to be a sponsor and lose the recruiting mindset.
November 17th, 2009 at 8:02 am
WOW. I READ THIS STORY AND ALL I CAN THINK OF IS FEAR IS WHY I CANT GET MYSELF GOING. I TO HAVE BEEN BUYING PENS AND PAPER ECT. WHEN YOU READ THIS AND SEE YOUR LIFE IN FRONT OF YOU THEN YOU SEE HOW THE ONLY THING THAT STOPS YOU IS YOU. I HAVE READ THIS BEFORE BUT NOW I SEE. I CANT WAIT TO READ PART 2. SO I CAN GET ON WITH MY BUSINESS AND BE FREE. THANK YOU FOR OPENING MY EYES.
January 15th, 2010 at 6:20 pm
I was worst than that I think.. Fear limits our success in life so I’m really trying hard to overcome my fears in life specially my fear of rejection. It will take time but I know I can overcome it because I’m working on it everyday. I hated marketing before because of my fear of dealing with people but now I find it interesting and entertaining as well.
January 25th, 2010 at 5:05 am
WOW! This is powerful stuff. I too am very shy and intimidated by the phone unless I am at work, working for someone else. I need to succeed so I can greatly improve my financial independence and not be tied to someone the rest of my life just working paycheck to paycheck. Thanks for your encouragement in showing you were the same.
January 28th, 2010 at 3:38 am
This is certainly an eye-opener for me! Just to think, you come across as a real person who had huge challenges and failures. I had the same thing happen where my upline never revealed his hardships either. Everything you’ve expounded on above touches a raw nerve with me. Being on the phone calling leads full time seven days a week for the last 3 1/2 years has certainly taken its toll on me. When I kept thinking towards the third quarter of last year, that I have to continue calling prospects for the rest of my life to earn income in my home business, I began to totally dread what I was doing every day. Especially during hard times, people are in negative mode and duplication has been a constant downhill battle. This led me to look for a better option for many months .. something that would make life easier for everyone, including myself.
I am new with attraction marketing but every day is like a new beginning, learning new things, enjoying every minute of the journey all over again. There is life after “death”!
So thankful and happy to be here!
February 1st, 2010 at 3:41 am
After reading your story, I realized it is possible to make it in this field.It is hard to watch the first person you sponsored sign up 15 people in a blink of an eye. I’m saying to my self what am I doing wrong.His personality outgoing,salesman,can talk about any topic.Me, I talk only when I have to.You would think why would I choose this field.I was certain with the right guidance,and team I would make this dream a reality.The thing I did not know, the up-line team I was counting on was stuck in the 80’s and 90’s,and never furthered their education in MLM.With Mike’s story,and training I learned more in a month, than 8 months with the up-line.I know with the proper training I can get leads,and be able to talk to them.What I learn I am willing to share,and you would be suprised how closed minded the up-line is.They say knowledge is power,well how about specialized knowledge,and that’s what Mike brings to this field.How powerful is that.
Thanks Mike