by Dani Johnson

One of the most uncomfortable steps in starting new reps in their Network Marketing business is asking them to make a “list of names.” You will find that most of them are not willing to do it, partially because you are not handling their objection before you ask. Here is a sure fire way to have newbies gladly hand over at least 200 names immediately.

You must create an eager desire in a new rep to make a list of names. A great way to do this is to depict a real-world scenario by saying, “Bob, let’s just say that you are going to start a new restaurant. You got a $100,000 loan from the bank that just covered the initial costs of setting up, getting decorations, equipment, tables, chairs, linens, and enough to pay your first employees.”


“You used every penny to set up your new restaurant and you have no money for advertising. How in the world are you going to let everybody know that your new restaurant is open for business?” Bob would typically answer, “I would tell everybody I know and hopefully they would tell some people they know.” You respond, “Great, that is basically what we are going to do to get your business started successfully.”

“We’re going to practice on a few people from you list of resources (not names). Right now, that’s the biggest asset you have in your new business. I need you to make that same list as if you were starting a restaurant. I don’t want you to think of just the people who will like the food. Get out of that small-minded thinking and focus on ‘who they know.’ Even if you serve meat and a vegetarian is in your head, write them down because they still know a lot of meat eaters.”

“As we practice with your list of resources, we are not necessarily looking for people who will say, ‘Yeah, I’m in, let’s do it.’ Really what we are looking for are people who will take a look and possibly say, ‘you know what, this isn’t for me but my sister in Dallas just lost her job and she could really use something like this. Why don’t you give her a call?’”

“We’re not necessarily looking for who you know but for who these people may know and who they can lead you to in different markets and communities. Those on your list of resources will provide a constant source of referrals to keep your business growing.”

“Meanwhile, we’re just looking for a few people to practice on. You know that they love you and they are willing to at least let you get some experience while you practice on them.”

This will make total sense to your new rep and get them excited and motivated to come up with a list of at least 200 people from which to start. You have just turned an uncomfortable situation into the beginning of a very profitable one. Now you have resources and it’s time for the next step in the On the Job Training (OJT). Stay tuned…