Visit the Sage

Why People Hate Multi-Level Marketers

I'm a member of SendOutCards, because I absolutely love the ease with which I can send a follow-up, thank you, congratulations, invitation, etc. card. Using this tool makes me a better salesperson. (Not to mention a better grandson-in-law -- see the invitation Cindy and I created for her grandmother's 100 birthday party.)

As a member of SOC, I occasionally get advice emails from people in my SOC upline. About five minutes ago, I got one that contained the following advice on how to build a successful downline:

Here is my suggestion...

1. Make a list of 100 people you know.
2. Get every one of them to watch a DVD.
3. Those who are interested, let them send a card, tell them the 3 ways to get started and explain to them the 4 types of people who purchase SOC. Then ask them which type are they?
4. HAVE THE PEOPLE YOU SPONSOR DO THE SAME.

While I have no problem with number 1, numbers 2, 3 and 4 are why people hate multi-level marketers.

Number 2

The vast majority of those 100 people in your list don't want to watch your DVD, yet you are advised to "get every one of them to watch it." The fact that what you want is in conflict with what they want is what creates sales resistance. And once you encounter that resistance, your only means of achieving this stated goal is to guilt them into it, manipulate them into it, and so forth.

In other words, this tactic does not allow people to easily say "No." (And you wondered why people stopped replying to your e-mails.)

Number 3

"Which of the 4 types of people are you?" is an assumptive close, which is a classic manipulative tactic. The theory being that if you eliminate "none of the above" from the answer options, you'll keep these people in your sales funnel.

Guess what? People don't like their options to be limited and will naturally resist your attempts to do exactly that. (And you wonder why people stopped returning your phone calls.)

Number 4

Not only are you advised to use these garbage tactics, you are encouraged to pass them along to everyone else. This results in exponential growth of salesdrip behavior, and exponential growth in resistance to all MLMs. (And you wonder why it keeps getting tougher and tougher to find people willing to actually take a look.)

Question: When are the top people at MLMs going to take ownership of this stupid behavior and stop it dead in its tracks?

Devil Gill's Answer: When the world tells these salesdrips to stuff their DVDs where the sun don't shine.

Angel Gill's Answer: When the world tells people who use these tactics "No thank you." And when these people don't take "No thank you" for an answer, tells them something like "I like you, so I'll be honest. When you refuse to take 'No' for an answer you come off as a sleazeball salesperson. I don't know who taught you how to sell this way, but you really need to re-think whether they know what they're doing. I wish you success, but I would never introduce you to anyone if this is how you're going to be treating them, because that would reflect poorly on me."

Start spreading that word, and this salesdrip behavior will eventually die.

Of course, there's no guarantee it will be replaced with the type of honest selling I advocate to MLM and affiliate participants.

But one can hope.

Gill E. Wagner, Sage of Selling
President of Honest Selling
Founder of the Yellow-Tie International Business Development Association

The Purpose Ranch ... It Begins

It's no secret that I'm a serial entrepreneur, so the idea of my starting something new won't come as a surprise to most of you.

But the size and scope of this dream may shock you — it shocks the living hell out of me! But first, the back story ...

My grandmother-in-law, Pauline, turned 100 on June 12 of this year. Until seven years ago she was living on her own. Then she fell and broke her hip, and thus began the process of finding a retirement home in which she could spend the remaining years of her life.

That's when the trouble started.

You see, Grandma is the type of person who sides on the squeaky-wheel-gets-the-grease philosophy, rather than the catching-flies-with-honey model. And she has what I would describe as an abrupt personality — once she voices her opinion on a subject, the conversation is over.

Additionally, Grandma is well-off. So she can afford to live just about anywhere she wants. Which gives her options others don't have.

Finally, she definitely sees greener grass on the other sides of all fences — no matter the issue at hand.

Add this all up, and you have a woman who, once her house sold and she realized she had no "go back" option, was determined to move as many times as it took to find her dream retirement home.

Over the past seven years, Grandma, daughter Sandy and granddaughter Cindy (my wife) have scoped out every retirement facility in the Greater St. Louis area, and Grandma has resided in five of them. (Bear in mind, these are very nice facilities with tons of programs and lots to do.)

Cindy and her mom visit Grandma regularly, and Cindy's dad, brother and wife, and I fill in the gaps. So Grandma has company and tons to do. Yet I would bet gold bars against dollars that every time anyone has sat with Grandma in one of those homes and talked for 30 minutes or more, Grandma has uttered the words: "I wish I had something to do."

Yes, despite the fact that activities abound at every place she has stayed, Grandma always feels this way.

Why?

Because Grandma doesn't want something to do ... Grandma wants purpose.

Here's the problem: Grandma's "job" right now is to let other people care for her. She feels useless, because in those environments she is expected to be useless.

I'm turning 50 this November, and I hope to be going strong well into my 80s or 90s. But I know that eventually, should I be fortunate enough to live a long life, I'll be in a retirement home as well.

And in all the searching the family has done throughout St. Louis, I haven't seen a single place in which I would rather live, than die. Not that any of the homes lack amenities, but they all lack purpose. If I can't be useful, why be at all?

So being the serial entrepreneur that I am, and being faced with this problem, I decided that instead of finding a home to which I might enjoy retiring, I'll build one where I know I would.

The Purpose Ranch™ — Everyone Contributes

Rather than ending up in a retirement center where your job is to be cared for, what if a "retirement ranch" existed where part of your retirement process included you caring for others?

What if the ranch was built around the concept that every resident had the right and option to contribute?

What if the ranch also contained a sheltered workshop — a place where handicapped people could come, work, earn pay and add value to their society and community? Imagine the fun a retired mechanical engineer would have inventing ways to make it possible for someone with 10 percent use of her hands to do the job of someone with full use.

What if the ranch had an elderly daycare center, so families who choose to keep their parents at home would have a place for them to thrive while the breadwinners are winning bread? How much nicer would it be if the elder were happy to be dropped off every day and almost always a bit sorry to leave?

What if the ranch had a child daycare center as well? Imagine the interaction between the preschool children and the resident grandparents, great-grandparents and great-great-grandparents.

What if the ranch had a no-kill dog and cat shelter? Cats need to be petted and combed. Even a person confined to a wheelchair can do those things.

Dogs need to be walked, trained and groomed. How cool would it be to have your preschooler taught how to care for, train, walk and control dogs? What kind of a leader of people would your child become after learning to be a calm, yet authoritative, dog pack leader?

What if the ranch had a horse rescue facility? There are wonderful therapies being created — such as for the autistic — around the concept of learning how to control and care for these massive animals. What if the ranch had buggies and buggy rides for residents and visitors?

Of course the ranch would also have a veterinary hospital — it would be a necessary component of the dog, cat and horse shelters. Why not build a teaching hospital? Why not let students "work off" some of their tuition by contributing to the ranch — both during and after their studies?

And we would need a massive kitchen — with all these mouths to feed. Why not have a working culinary school? Believe me, retirees will tell you when they like or dislike the food. What a way to learn!

Naturally, we'd have a facility garden — lovingly tended by all residents who wish to get their hands dirty. Probably a greenhouse for the winter and open fields for the remainder of the year. And when we have extra veggies and spices available, we'll sell them from The Purpose Ranch™ gates!

Why not add a community garden as well? Why not let the families of residents cordon off their spaces, tend their gardens, harvest their food and take it home? "Come on kids, we're going to see Grandpa and tend our garden today."

What about chickens for eggs? Cows for milk? Goats to "cut the grass"? (Okay the goats may be a stretch. ;-)

What if the entire ranch were built around the concept that it should be just as fun to visit as it is to live there? What additional amenities would it have? A fishing lake? A swimming pool? A workout center? A horse path? A dog park? A walking/running path? Imagine the possibilities ...

What if the ranch had a sustainable economic business model -- one that did not rely on donations? A horse rescue facility could also board horses. Dog and cat rescues could offer daycare or boarding. Our veterinary hospital could be the area's premier vet clinic and 24-hour emergency facility. Why not combine it all to offer "day camp" services to the area's children during off-school months?

If You Build It, They Will Come

Almost 10 years ago, I looked for a sales training course that was founded on honesty, trust and respect, and that covered all aspects of prospecting, marketing and selling.

I didn't find one, so I built Honest Selling and they came.

About five years ago, I looked for a trade association that would allow me to engage in a culture of giving and connecting, but still do things my own way.

I didn't find one, so I built Yellow-Tie International and they came.

Over the last seven years, I have kept an eye out for a retirement center in which I'd enjoy living.

I haven't found one, so I'm going to build The Purpose Ranch™.

It will be founded on the core philosophy that every person will be afforded the opportunity to contribute, so they can have purpose and receive the dignity and respect that purpose brings.

It will be a 501c3 nonprofit facility.

I will never draw a single penny of pay from this endeavor.

I am going to build it. I know in my soul they will come.

It begins today ... Wish me well.