Habits and Routines of the Ultra-Successful (“I Can’t get Myself to Do It”)
A lot of people who join network marketing come to the meetings, they’re on the calls, they show up for training, but when it comes to it, they’re just not able to get themselves to do the business (aka The Pipeline).
Today we’ll talk about why, and how to help them.
“I Can’t Get Myself to Do It”
Today’s training focuses on habits and routines.
Something I’ve observed through the years is that a lot of people who join network marketing will come to the meetings and get on the training calls, but at the end of the day, are just not able to get themselves to actually DO the business.
It’s like that dream where you’re trying to get a car across an intersection, but you just can’t quite get there.
These network marketers are not able to get themselves to do it. They attend a motivational training event and are told, “Your why isn’t big enough.”
But that’s not the problem. It’s invalidating to them because they know their why is big enough, but they’re still not able to do it.
It’s a bit of an indecision trap. The person is thinking, “Should I do it or can I do it? I know I can do it if I put my mind to it, but I’m not doing it.”
This kind of thought pattern isn’t helpful. It just tends to dig a deep hole that gets bigger and bigger and bigger and bigger.
That’s what I’m trying to do here: to assist you in helping another person who struggles with this mind chatter.
You know the simplicity of what you do. You generate leads, you contact them, you set an appointment, you do a presentation, you follow up.
If they say no, you put them over in “Not interested,” if they say, “I’ll think about it,” you put them in “Follow up.” You keep following up until they say yes or no.
If they say yes, then good. You’re going to go through logistics, and then you’re going to teach them the Pipeline, and you’re going to repeat the process.
This is not hard. I don’t know a simpler process. But some people put up this big blockade, and they just cannot undo the thought, “I can’t do it.”
How To Get A Rep Focused (The Sequence)
What do you do? Well, I have seen a very common situation, which is that some reps just never worked out the sequence.
This is the sequence:
- The first thing you have to figure out is what presentation you’re going to have people look at.
2. Second is lead generation: What lead am I going to generate to see that presentation, or who in my contact list do I think would have an interest in this?
3. The third step is what to say to the person to get them to see the presentation.
4. Step number four is to set an appointment.
I know it seems extremely simple, and it is. Most of my training always comes down to really simple stuff. It’s only logic.
Example: Weight Loss and Your Routine Around Food
Let me give you an analogy. I helped a whole bunch of people really truly lose weight, and they kept it off – something that is almost magical today.
I also lost weight and kept it off.
One significant point in this is that you can’t get fat if you don’t eat. (I have to get these little small points of agreement first).
Overweight people’s routine around food evidently is working against their goal. What else could it be? Whatever they have formed as a daily routine (morning routine, lunch routine, dinner routine) and their habits, whether it be dragging the chip through some kind of a dip or something, is causing them to have a big belly.
I needed to tell them what to eat (like the pipeline), I also needed to get them to take a step.
I needed them to go over to the cabinet and take all the items on this list and put them in a bag, seal it up, throw it away, and take a picture of it in the garbage can.
I said, “That’s the old you, that was your old routine that got you a result that you absolutely know you get consistently.”
Your Income Comes from Your Routine
In the same way, whatever the income is now, it could only come from your routine, because you are generating it (or you built a big business and it’s being generated for you).
You get the idea now, that you would have to set up a presentation in order to be able to send a prospect to, and then the next thing that you would have to do in order for that to work would be to get people into that.
I want to know what I’m going to say to them in the contact and appointment steps, and then do it, and then see what happens. They say yes, or they say no. Is that bad? Is that good? Or is it nothing?
If I get a cluster of similar replies back, well then I’m going to check my lead source. I’m going to check what this presentation is saying, or that I’m saying during the invite. I will use it once I get another cluster, in order to assess if what I’m doing and saying is working.
I’m not going to just because I got one reply or 10 replies. Maybe if 10-20% of the replies that I get are all the same thing, I’ll begin to assess that.
I want to keep this simple. And the simplicity in all of this is that if a person cannot get “unstuck”, if they continually have this “I can’t do it” mindset, it’s just because they just don’t know the right sequence to do these things in.
That’s it.
Work it out for them, step them through.
It’s just like when you’re teaching your kid how to put their own pants on. You’ve been doing it for them for a long, long time and now it’s time for them to do it themselves.
They’re going to be a big boy now, and you teach them how to balance on that one foot, or sit down to slide one leg through at a time. You teach them these simple things to accomplish the task.
In the same way, sometimes people in network marketing just need a little extra tug.
Make Doing the Pipeline a Habit
Make doing the Pipeline a habit. Not doing the Pipeline is their current habit.
There’s this concept:
“Who are you?”
“I’m me.”
“Who’s ‘me?’ What’s your identity?”
“It is a composition of your habits. That’s who you are. You may think you’re somebody else, but it truly is a composition of your habits.”
It’s not what you did in the military, or what you did in school, or what you did in high school or college football. It’s none of those things anymore.
(I know it’s humbling. It’s humbling for me, too.)
Today is what your daily habits are. Just follow yourself around, write down what you do, and you’ll find out who you are.
Not doing the Pipeline is the person’s current habit. Obviously.
All new habits must be driven-in daily routines.
For example, for the guys that I helped lose weight, I gave them a brand-new morning routine and I said, “Gentlemen, you’re going to wake up and you’re going to be new. And in this new life, you’re going to wake up and you’re going to brush your teeth. Don’t swallow one time before you brush your teeth.”
And I just walked them through this whole process of what they were going to do, and they all did it. They showed up on the webinar on Tuesday and they all checked off every single item that they needed to do.
That’s driving in a new habit to create a new identity. The only way you can create a new identity is to become someone new by changing your daily habits.
You could have been in network marketing for 20 years and never done the Pipeline. You can find these “experts” all over the place. They’re the ones who are training others on how to do network marketing, because it evidently isn’t good enough to do anymore.
I fell into that. I’m being humble in the way that I tell you this. I built for five years, then I retired for 18 years.
People would come up and ask me, “Why aren’t you building any more today?”
I said, “I did build. I’m living off the residual income.”
“But if you love it so much, why aren’t you doing it?”
I remember I gave them an answer, but I remember that question bit me. At the time, I didn’t quite understand why it bit me.
It happened that I realized that I had gotten comfortable. I’d gotten fat. There was a Rocky movie where the guy sat in Hollywood land and was doing commercials now instead of getting out there and roughing it and building, and I felt like that.
So when the timing was right, I joined a new company. I remember the day that I joined that company. I thought, “Wow, I can’t fail here because I’ve portrayed myself as being knowledgeable.”
A lot of people who’ve been in network marketing and have succeeded, can’t do it twice. It’s simply because they just don’t change their habits and routines. They like that cushiony spot of being the expert, but not the up-to-date expert, just the expert.
I found somebody who was tooting his horn out there, talking about how he had been in four network marketing companies and knows network marketing. He was talking on the anti side of it. I thought, “It doesn’t impress me that you’ve been in four companies. That didn’t have anything to do with it. It has to do with how effective you are.”
Some People Can’t See the Simplicity of Change
The simplicity I’m talking about begins with the story of when I stepped into the guidance counselor’s office in my junior high school, and I told the guy that I wanted to be an underwater welder. He laughed, and he said, “Timmy, your parents don’t have that kind of money.”
I said, “I didn’t say that my parents were going to do it. I’m doing it. I want to do it.”
He said, “Well, I know it, but…” He was trying to let me down soft.
If somebody has an idea that they can’t change and become whatever is needed, to become what they want, then they won’t be able to do it.
When I was born I didn’t think that I was going to go and wrap my hands around a bomb and diffuse it.
How did I get to that space? Did I just show up one day and start diffusing bombs? No, smaller steps lead to change, which lead to more steps and more change.
I got to that space because I saw something really cool in a history book that showed some guy welding underwater. I couldn’t imagine how in the world he could do that without getting shocked. I thought, “How do you do that?” I was very fascinated with it, and so I did whatever I had to do in order to be able to go to underwater welding school.
That was doing the Navy. And when I joined the Navy, I found this cool group called Spec Ops, and then I just kept advancing in Spec Ops. That’s the way that I kept changing: I liked learning really elite stuff.
Failing Forward – Get Into Action
The simple message that I have in this video is that when you observe somebody not doing it, or afraid of doing it, but they can’t really even put their finger on what they’re afraid of, just work it out.
Go over the presentation for step number one. Number two, ask them, “What are you going to say to the lead? Where are you going to get these leads from? Is it a temporary set?” Sometimes the guy’s got 30 contacts in his phone. He wants to have them see one presentation and then he’s going to go out and he’s going to do Facebook ads or something.
I recommend simplicity. They’re stuck. They’ve dug themselves in thought, in this deep hole, that’s got a big old ridge over it.
I just think they ought to get 50 inexpensive leads and just call them and just be willing to fail every time. They’re not trying to get them to join or buy their product. I mean, they’re saying that, but they need to be willing to fail on all 50, because what the person is obsessed with is failing.
Get over that. Failing is the awesome part! They taught you in school that you’re not supposed to fail, but any entrepreneur will tell you that the more you fail, the more you learn.
That’s really my message here is to get them moving and willing to accept failure. Get 50 nos, and you won’t believe how visceral that person becomes. They really get the attitude of, “I can do anything.” That’s the attitude that you want out of a person.
Let me know what you think. Have you had the same experience?
Did you ever get stuck to where you put so much effort on this thing that you couldn’t ever start? If you did, how did you unwind yourself from doing that?
Let me know in the comments below.
P.S. If you don’t have a team, haven’t recruited anyone (or less than 10 people), this is THE course you should get – Network Marketing Training Course
