================================================================ Frank Bauer's $1,000,000 Newsletter . . . The online resource for network marketers ******************************** Issue 24, June 01, 1998 ******************************** Published by Frank Bauer http://million-mall.com/ ================================================================ Sponsor of this newsletter issue: = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = Does your web site need more traffic? Our Web Site Promotion Service submits your web site to 400+ search engines & directories for only $19.95! Visit: http://million-mall.com/submit.htm ================================================================ CONTENTS 1) Good Morning! 2) "The Customer's Always Right? In A Pig's Eye!" by Paula Demers 3) "Secrets to Success in Multi-Level Marketing" by Warwick Greville 4) Sponsor of the Month 5) Feedback 6) Classified Ads Section ================================================================ 1) GOOD MORNING! I would like to welcome you to the 24th issue of "Frank Bauer's $1,000,000 Newsletter"! Today is Monday, the 01st of June, 1998. The current number of subscribers is: 1502 I would like to specially thank Robert Lightsey from Summerfield, NC / USA. He alone sponsored last month 11 newsletter subscribers. I enjoy writing this newsletter very much and it makes me proud and happy to see the subscriber base grow with every day, week and month. If you would like to be the sponsor of next months issue, send an email to my autoresponder at mailto:News-SG@million-mall.com for the "Sponsorship Guidelines". If you'd like to write an article of general interest, MLM, Network Marketing or self improvement, send an email to my autoresponder at mailto:News-AG@million-mall.com for the "Author's Guidelines". With "Frank Bauer's $1,000,000 Newsletter" I want to achieve three goals: => My first goal is to *provide* present and future entrepreneurs worldwide with basic and advanced *information* which will enable them to start and run their business *extremely successfully*. => My second goal is to help them to *apply* this information, and to *bring together* people who are *offering* information, help and opportunities with those who are *seeking* them. => My third goal is to have at least *one million subscribers* until the end of 1999 and I am sure that with your help I will accomplish this goal. ******************************** POLICIES AND PROCEDURES ******************************** To subscribe, send email to: mailto:Newsletter@million-mall.com?Subject=Subscribe To cancel your subscription, send an email to: mailto:Newsletter@million-mall.com?Subject=Unsubscribe I welcome all comments, open questions, tips, news, topic suggestions and other material relating to network marketing. Submit material for publication to: mailto:News@million-mall.com?Subject=Publication If you would like to crosslink your web-page to "Frank Bauer's $1,000,000 Web-Mall" @ http://million-mall.com/ to increase our Web-Traffic please read the instructions on my web page at: http://million-mall.com/cross.htm OK, let's get started immediately... have fun, relax and enjoy! Frank Bauer Publisher & Editor of "Frank Bauer's $1,000,000 Newsletter" mailto:News@million-mall.com ================================================================ 2) "The Customer's Always Right? In A Pig's Eye!" by Paula Demers You've heard it said, "The customer is always right." Well, I've decided that is not necessarily true. Before I get into that, however, I am going to talk about the importance of customers. Customers are the life line of your business. Without them, your business will simply dry up and die. It's important for you to take good care of them. When someone responds to one of your ads, whether it's for more information or an order, it should be answered quickly and efficiently. It is important to keep in contact with them periodically through the mail. You should make yourself available to them, preferably by phone. This way you can answer any questions they have. They need to be made to feel important. On the other hand, in this industry your customer is also your colleague. Each of you are business owners, and many times you will be the customer ordering one of their products or services. Keeping this in mind, it is important that you treat each other with respect. When you are the customer, treat the person you are ordering from with the same respect you would want to receive. I have talked to several other companies all over the country. The same problems seem to keep coming up. Here are five that are the most common: 1.) Bouncing checks. If you write a bouncing check, it is very important to make it right immediately. Most companies have no problem if the check is made right. Otherwise, you have stolen from that company. In this instance, the "customer is not always right". 2.) Not paying your bills. Many times companies will provide you with a service and bill you for it. If you don't pay the bill, again, you have stolen from that company. So, "the customer is not always right". 3.) Expecting a company to make you money. When the company doesn't do what you think they should, you send a "hate letter". Though many companies try to help, I have news for you. You need to make your own money. Again, "the customer is not always right". 4.) Belonging to an organization and constantly writing them with complaints. This is handled very simply. If you are not happy with the company, drop it. Don't waste your time and theirs by writing them constantly, expecting them to do something they have no control over. Questions are one thing...constant complaints another. Another case of "the customer is not always right". 5.) Expecting something for nothing. Or expecting more then what you paid for. If I had to chose one that irked me the most, it would be this. Companies charge prices to cover their expenses. It's very simple...if they keep putting out more than they are taking in...they won't be in business long. So, "the customer is not always right". When I first came into this business, I used to bend over backwards to try to take care of any problem that arose. It didn't take me long to realize, with a some folks, I would not be able to please them no matter what I did. The more I tried to please them, the more they expected. I learned that these type people do not stay in business long. Most of my customers who had a problem, when I took care of it, they were happy. Sometimes, it was simply a misunderstanding. Other times it was my mistake. Occasionally it was theirs. If you own a business, just as sure as the sun will rise, there will be problems. Not necessarily many, but some. They need to be taken care of a quickly as possible. If the person is still not happy, well, it is your business. In talking to business owners, I have learned that the first time they received a bad complaint, they are devastated and take it personally. It is important not to do that. If you work with people, there are going to be problems. Your correspondence needs to be looked at with business eyes, not personal. The way you decide to handle any problem needs to be evaluated and handled in a business manner. If you have a problem with a company for any reason, it needs to be handled professionally also. A simple letter stating the problem will suffice. If you enclose a self addressed stamped envelope, you make it easier for the company to get back to you faster. Most companies want your business and will take care of it immediately. To sum it up, yes, customers are your life line. No, they are not always right. Once you have tried to take care of any problem, then consider it closed. -- Paula has been running a successful mail order business since 1990. For more of her offers, Send $2 to Home Profits Business Builders, PO Box 280, Ft Walton Beach, Fl 32549-0280. http://www.ezonline.com/chuck/home_profits.html ================================================================ 3) "Secrets to Success in Multi-Level Marketing" by Warwick Greville I have been involved in some network marketing company or other for the last 16 years. Currently, I am an independent distributor for NuSkin/Interior Design Nutritionals, an Independent Representative with Family of Eagles, and a chartered member with Global Entrepreneurs Network. After working with several companies and failing over the years, you would think I would know what I am doing by now, or at least be a millionaire. Well, it has taken me 16 years, but I have found out at last what makes it tick. This is no easy statement to make. I have met with top people in Amway, NuSkin, Herbalife, Enrich, NSA/JuicePlus and a few others. I have heard tapes from all of those plus CellTech, Quorum, Neways, Melaleuca, Starlight and some others. I have been learning from the masters, only to find I do not want to be what they are: salesman, or very good trainers or very good speakers. I have handed out flyers, put business cards everywhere, sent videos, cassettes and mailers until I ran out of money. I have even done my fair share of illegal advertising on the Net, somehow hoping that the person on the other end will jump for joy and sign up. I have done the famous "walking and talking" to 30 people a day. That works, but it is not duplicable. If I felt uncomfortable doing it, I was told that I needed to grow to be successful. I found that if it is uncomfortable, not many will do it for very long. In doing it myself, I have become a non- duplicable salesman, just what I did not want to be. How Did the Big Guys Do It? Have you ever wondered how the big guys did it? Why are they still doing it? Can't they stop? I thought they could do this for two years, then stop. Ah. Attrition. That is the enemy. In April of this year, I came across John McCleland. He told a crowd of NuSkin/IDN people that he had spoken to one hundred people. Sixty signed up and twelve became "executive." Those numbers etched themselves in my mind. (In NuSkin/IDN it takes twelve executives to reach the top level of our compensation plan.) The small crowd was totally amazed. So was I. We heard many, many other top-level guys saying, "Do the numbers." Some say talk to 30 people a day for 2 years. That is 21,000 people. How can I possibly meet 21,000 people? Some said that talking to 30 people a day for 1 year will do it. That is roughly 10,000 people. Others have said 3 a day for 4 years. None before Mr. McCleland had said 100 total. So how did John McCleland do it? How had the other top-level people done it? It turns out they did some form of "warm market "referraling." Whether they realized it or not, in any of their primitive methods, they essentially said to their contacts, "Whom do you know?" The "in-home" presentation, in which you ask new recruits to get their friends into their home and then show them the program, is "warm market." Many Amway, NuSkin/IDN, Melaleuca, Starlight, NSA and other leaders have used this very effective approach. It requires a good host with lots of friends. Unfortunately, an in- home program dies if it is done too slowly. It results in the dreaded attrition. Another approach is the "boot camp," where they train you how to "pick up the phone and make calls to just about anybody." Well, this is effective because it gets people in a friendly environment doing uncomfortable activities. It lessens their fears about cold calling because they see others doing it. It works, until boot camp stops. Beating the Attrition Most compensation plans require that recruiting be done quickly to beat attrition. Attrition in many network marketing companies is about 50% loss in the first year. That's a much higher turnover rate than the average sales force experiences. Why is attrition so high? I had no answers until . . . . Recently, I attended an executive training session in Dallas for a group of somewhat radical people in the NuSkin/IDN company. What I saw in this training was more than mind-boggling. I had finally seen the light at the end of the tunnel. I can now do this business! This group had taught me that not everyone is a prospect, because not everyone can do this business. Why sign someone who can't do it? Why waste their time and yours? So now we are looking for a certain type of person and an effective way of finding them. And that brings us back to John McCleland. Essentially we have many successful people in NuSkin who keep repeating, "Do the numbers, do the numbers!" And those numbers can go to the thousands in the effort to become successful (we're defining successful as having 12 executives under us). But John McCleland had done it by talking to a mere 100 people! This seems almost miraculous. But what McCleland actually did was use a laser-targeted approach. He asked his friends, "Whom do you know?" He truly networked. I was now getting close to finding out how to really do this business properly. Along came the group of NuSkin radicals in Dallas last summer. They had previously spent lots of time and lots of money advertising for leads. They then interviewed these people, signed them up, trained them and then watched the new distributors fail. They got nowhere. They got frustrated. But instead of giving up they searched for a better way. They designed a training system. It took over two years to develop the methods of networking and fine-tune this program. Finally they created a concrete system that reflects current paradigm shifts in network marketing. In other words, they are moving away from holding "rah-rah" meetings and hard selling. Instead, they are tightly focused on qualifying potential distributors, making sure they have the ability and interest to do the work that is needed. Maintaining volumes are a difficulty in any stairstep breakaway compensation plan. The group suggested that we provide our product to people "at our cost." This caused quite a stir in our uplines, but it showed that they have really studied the compensation plan. Essentially, you are paid on volume. You will get more volume in your organization if people promote product and get it out at their cost. The next problem was the approach. The group found that the more they told their prospects, the more the prospects didn't sign up. The more they argued with the prospect about the industry or the products or the company, the more the prospects didn't sign up. Look for Business Partners They began to pre-qualify and professionally approach friends, looking for business partners. When they got one, they carefully screened to see if the prospect was right for the business. They used a very sophisticated methodology: a series of questions to determine if the prospect was truly qualified. The "referraling" approach used is basically one of asking, "Who do you know?" This is a very professional, personable and friendly method of asking for referrals from friends. Surprisingly, they do not say no. Think about it . . . if you want something from someone, you network. If it works in the business world, it works in network marketing. Inviting people to a rah-rah session will only annoy them. So will not telling them what the session really is. There is another series of steps to follow, which is to walk the friend through the introduction to the company, the complaints, the benefits, the interest, the investigation of the company and finally of the industry. When it is presented professionally, people see network marketing as a viable option. Hitting people over the head and saying, "Don't you want to make more money?" will scare them and think that you want them for their money. But this is how most people do network marketing, and they fail miserably. Hence that high rate of attrition I mentioned before. Imagine screening people and interviewing them to see if they qualify. Imagine giving them tools to find out more about your business but not spending money unless you qualify them first. This helps you maintain good good relations with your friends. You will never have a friend who gave you a recommendation complain that you hounded his or her friends. A Simple System that Works I am interested in showing people a warm market referraling system that actually uses the networking principles. In a nutshell, here it is: 1) Target people who are good for your business. Do not talk to everyone with a heartbeat. 2) Build a substantial base of people that you can talk to on a regular basis, people whom you can ask for help. By help, I mean finding prospective business partners. 3) Maintain your base of people. Ask them periodically for a specific type of person you are looking for. 4) When you find a referral, qualify them. Screen them. Then ask them to investigate your business to see if it is right for them. 5) Keep contact with them, or sign them up and help them do the same. 6) Call your base again. They will in turn help you get more contacts. (Look for the "any friend of Joe is a friend of mine" type, as you will then become a friend and add them to your base.) This last step should show you that, if you do it properly, you will never have to do any cold selling or cold calling or anything cold again. Isn't that comforting? Normally, when the warm market is burned out, most people turn cold. This separates the salesperson from the casual network marketer. From my studies, even the salesperson has difficulties keeping the pace, as attrition in his un-duplicable activity keeps him working to re-build his crumbling organization. An organization must be built on relationships, and true warm market referraling provides the solid base on which you can build a large foundation. This in turn enables you to create a large organization of people who will stick with it. I have seen a dramatic difference in my attitudes toward people I meet. No longer do I see them as potential prospects. I see them as contacts, who, when I get to know them, will be more than happy to help me find my future business partners. Helping people is a good basis for a strong series of relationships. Remember, forget any cold activity. Stick with what you are comfortable doing. Drop what you are not. Bets are on that our future downline of 10,000 or more will stay longer if they are happy, having fun, and comfortable doing what they do. Your compensation plan will be the blueprints on which you build your organization, but your methods will be the bricks. If you need more information, please contact me. If we can bring the level of network marketing to a professional, ethical, moral, well-perceived industry, then we will all prosper. This is my goal. I also offer a free "baby steps" training package, just ask for it. -- Warwick Greville, who has earned his Certificate in Network Marketing from the University of Illinois, Chicago, can be reached at 773/506-1595 ext. 3266 or via e-mail at wgreville@aol.com. ================================================================ 4) Sponsor of the Month: This section of this newsletter is intended to be informational for the members of Frank Bauer's - Downline Building Team. Here I will announce every month the top 3 sponsors of the month. The top sponsor of the month will win 5 Line Credit Points (LCP's) to exchange against classified ad space! The current number of FB-DBT members is: The Sponsors Of The Month May: Frank Bauer's - Downline Building Team 1. John Stanley - FB-DBT ID# 0097-0001 <-- Winner of 5 LCP's! 2. Walter Hayward - FB-DBT ID# 0028-0001 3. Natascha Farmer - FB-DBT ID# 0264-0001 Congratulations everybody! Keep up the good work! -- For complete information on Frank Bauer's - Downline Building Team, please visit the FB-DBT web-site at: http://million-mall.com/fb-dbt.htm ================================================================ 5) FEEDBACK Each issue, we are going to post a few feedback emails from our readers and answer them here in this section. If you want your email to be included here, send it to: mailto:News@million-mall.com?Subject=Feedback-Include If you don't want us to publish it, send it to: mailto:News@million-mall.com?Subject=Feedback-Exclude =-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=- From: Craig Lock Subject: Feedback Hi Frank I just wanted to say how much I enjoyed your latest interesting and informative newsletter. I write a lot on the subject of success and felt very encouraged in that I'm doing what I'm destined to do and have found my niche in life. You can publish this if you want. Thanks for the inspiring articles and good luck with your e-zine. Regards- Craig Lock 2 Elm Street Gisborne New Zealand 3801 Creative Writing Course on the Internet http://www.nzenterprise.com http://www.nzenterprise.com/money/ Look at our sites. They could help change your life...for the better. The secret of happiness is not doing what one likes, but in liking what one does. - J.M. Barrie "Success is never ending, failure is never final." - Dr Robert Schuller "Thank you for your encouraging email. I would be happy to sometime publish one of your articles, which reminds me: Please keep sending your articles to me. I just want to let everybody know that these articles are always welcome. Due to the fact that I usually only publish two every month (and a few in between), it might take a while until I actually use them, but I will... sometime. :)" ================================================================ 6) Classified Ads Section Frank Bauer's $1,000,000 Newsletter is not offering free classified, but every subscriber can earn and/or buy "Line Credit Points" (LCP's)! You can earn LCP's by referring new subscribers to Frank Bauer's $1,000,000 Newsletter. For every new subscriber you will receive 2 LCP's. To receive LCP's for new subscribers, just tell your referrals to subscribe to "Frank Bauer's $1,000,000 Newsletter" for FREE by: 1. Filling out the online subscription form in the newsletter section of my web site at: http://million-mall.com/news.htm?xxxx Just replace the xxxx with your Referral ID#. Or . . . 2. Sending an email to mailto:Newsletter@million-mall.com (Subject: Subscribe [+ your Referral ID#]) To receive your Referral ID# please join the "Frank Bauer's $1,000,000 Newsletter Referral Program". Just send an email with your name, mailing & email address to: mailto:News@million-mall.com?Subject=Join_Referral_Program The Referral Program is free. Every time one of your referrals subscribes to Frank Bauer's $1,000,000 Newsletter, you will receive notification via email. This notification will include information regarding the new subscriber + your current number of LCP's! You can exchange your LCP's against classified ad space in this newsletter. For every LCP you can place one line of classified ad space in one issue. Each line of your ad should not exceed 64 characters (including spaces). Please email your classified ad text to: mailto:News@million-mall.com?Subject=Ad_for_Newsletter Please include the following info in the message of your email: 1. Your complete formatted ad text (each line with not more than 64 characters). 2. The number (month) of the newsletter issue you want your ad first placed in. 3. The numbers of issues you want to place your ad. If you are interested in buying LCP's, please email my autoresponder at mailto:News-PA@million-mall.com for the "Paid Advertisement Guidelines". Thank you. =-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=- Helping Hands Downline Club: Our Vision - To bring people together helping each other to become financially independent. To have those that know how help not just themselves and other networkers, but those less fortunate that need a helping hand. To prove that networking doesn't just mean the haves get more, and the havenots get nothing, but that anyone willing to work, and willing to learn from their mentor, can become secure and have a better and brighter future. Our Goal - Let me ask you something. 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Anyone signing up for a subscription to our newsletter recieves a raffel for a FREE program. send email: Subscribe@bbopsmall.com (0) * * * Submit URL to 478 search engines for insane price of $10 through a special deal with Worldwide Ad Network. Just mention Frank Bauer's $1,000,000 Newsletter on order form and prepare to bring the search engines to their knees! http://members.aol.com/worldadnet/submit.htm (x) * * * Net2Phone Here Now! For those of you outside the United States you can download Net2Phone by going to: http://ld.net/n2p/?comtek The download is FREE and you can then call 800/888 numbers in the USA absolutely free. http://comtek1.com/index.html (0) * * * Increase Sales 300% today ! "EZ Check Acceptance(TM)" Software. ~ More features ! ~ More Check Paper ! ~ Costs Less ! http://members.aol.com/worldadnet/index.htm In 3 hours after we updated our web site to accept checks via Email / Fax, we got 17 orders ! (x) * * * REVISED & Enhanced Compensation PLAN When you show our new comp plan to anyone who has been in this business for awhile they will think they died and made it to heaven.. We have the Products.. We have the DYNAMIC Compression.. We have the office staff.. We have the shipping department.. We have the STRONGEST MARKETING TOOLS.. The only thing left for us to do is tell someone! Visit: http://comtek1.com/comtek.htm Mailto:beamessenger@comtek1.com (0) * * * Does your web site need more traffic? Our Web Site Promotion Service submits your web site to 400+ search engines & directories for only $19.95! Visit: http://million-mall.com/submit.htm (x) ================================================================ Please feel free to forward this issue to a friend or associate ... or just have him/her send an email to: mailto:Newsletter@million-mall.com?Subject=Subscribe to subscribe to "Frank Bauer's $1,000,000 Newsletter". To receive a back issue of "Frank Bauer's $1,000,000 Newsletter", download it from the newsletter section of my web site at http://million-mall.com/ . To unsubscribe from this free newsletter please email: mailto:Newsletter@million-mall.com?Subject=Unsubscribe To review Frank Bauer's Choice, which just may be the right company for you, send an email to my autoresponder at: mailto:Franks-Choice@million-mall.com ================================================================ ¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸, Frank Bauer / August-Sievers-Ring 15 / 24148 Kiel / Germany From rainy Kiel, not far from the Baltic Sea! Fax: +49-431-723536 / ICQ#: 8036878 / mailto:FB@million-mall.com ¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸, Does your web site need more traffic? Our Web Site Promotion Service submits your web site to 400+ search engines & directories for only $19.95! Visit: http://million-mall.com/submit.htm ¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸, Still no million? Fax-on-Demand#: +49-190-778844 Document#: 04710601 Amazing lists of resources! Help for EVERY business! All FREE: Newsletter, Downline Team, Classified links & More! The BEST of & about Network Marketing! Frank Bauer's $1,000,000 Web-Mall ==> http://million-mall.com ¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸, Would you like to receive free e-mail updates about new programs, free program updates, free new resources and other free stuff at "Frank Bauer's $1,000,000 Web-Mall"? Subscribe to the free "Mall News Mailing-List" today! Just send an email to: mailto:Mallnews@million-mall.com?Subject=Subscribe ¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸, (C)1998 by Frank Bauer (except as noted) ¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,ø¤º°`°º¤ø,¸¸,