In Part 2, we discussed the importance of systems. This week, we will address making lead programs successful by working the numbers and developing ratios. Many people "TRY" out leads or lead programs and naturally miss-out on the REWARD of allowing your leads to compound.

Before I go any further, let's ask Bobby Lindsey about clients who TRY leads versus the ones who COMMIT to leads for twelve months or longer.

Motivated Mike: "Bobby, with your many years at CEM, can you share why it's so important to have a long-term mindset with leads?"

Bobby Lindsey: "Absolutely Mike. When you joined your home business or network marketing company, it probably took a few months before you really understood the business, the products, the compensation, the presentations, etc. You didn't give your business just one month or two and quit, did you? Well, leads are no different...it takes time and commitment to be successful."

The first 6 months of using leads is your learning period.

This period is where you are developing your call script, testing email letters to prospects to see which ones are effective, discovering the different ways to overcome objections, fine-tuning your step-by-step system of following up with your leads, and a lot more.

It may or may not take you 6 months before you have polished up your skills and find yourself recruiting 5, 10 or more new associates into your business every month. You won't find yourself at that level unless you commit to 6 months of using leads and learning the ropes.

The networkers that come in with the mindset of "I'll try these leads out" typically try them for one month and quit. You cannot expect to invest $99 or even $199 in leads ONE-TIME and get $1,000's in return and retire this year.

If you are new to working leads, go in with the mindset of using leads for 6 months before you make a decision as to whether or not leads work. Leads DO work, if YOU work them. Commit to leads like you commit to your business. You may have heard the saying, "Leads are the lifeblood of your business!"

Over time, you build up your database of prospects...the networkers who develop their prospecting skills and have the largest database of prospects "WINS"!

Keep in mind that most networkers only have 2-5 key leaders that make them 90% of their income. The question is, "How much time and training are you committed to putting into working leads to find just 1 or maybe 2 of the leaders out there?"

Just like building a network marketing business, or like a good investment, or getting physically fit, leads require TIME and COMMITMENT.

One suggestion I have is to give yourself at least a year to see results.

Why a year?
•You are experiencing a new learning curve.
•Prospects tend to have timing or belief issues.
•Follow-up always pays off.
•You will get better each month.
•Ratios tend to improve.
•Most importantly, you must allow your "intellectual property" to build VALUE.

Let's say you have 100 leads per month coming in, and out of these you find that 50% are "interacting" with you. This means they are taking a look at your business and are in the sorting process.

Now let's take away 50% of those 50 leads (just to be realistic).

You now have 25 leads that are CAPABLE OF MAKING A BUSINESS DECISION today, this week or this month. HOW MANY DO YOU SPONSOR OUT OF THESE 25? How many will you sponsor?

This all depends on your RATIO.

My goal is to help you in becoming more profitable in your business. You can do this if you spend some TIME tracking results and developing a RATIO. The end result is incredible - you will be able to MAP out your progress and income!

RATIOS are specific NUMBERS in the "numbers game" we play in network marketing. In this case, you make an investment into leads, and to MAXIMIZE your investment you should DEVELOP a RATIO so you know EXACTLY:

•How many leads you need to PRESENT your opportunity to,
•How many say YES or NO or MAYBE, and
•How many join?

The best part of DEVELOPING a Ratio is the fact that you NOW know exactly WHAT to do to EARN $100,000 a year from your home business! PLUS your ratio over TIME will IMPROVE!

Follow these steps to DEVELOP your RATIO!

Step ONE:
How many LEADS are you receiving a month?
____________

Step TWO:
How much MONEY do you earn when you sponsor a new person into your business? ($100, $200, etc...?)
____________

Step THREE:
Every time you CONTACT a lead, be 100% accountable for what happens with that prospect. USE some type of LEAD TRACKER.
____________

Step FOUR:
Establish a BASIC ratio from the AMOUNT of contacts you make to the NUMBER of people you PRESENT to the NUMBER of people who JOIN your business. This may take a few weeks, or for some a few months, to establish a STRONG percentage.

IMPORTANT: Be patient and give yourself and leads TIME!

EXAMPLE: (ADJUST these numbers to fit your LEAD program)

Let's say you receive 25 online co-op leads a month.
Let's say you earn $100 every time you sponsor one person.
Let's say you average 15 presentations out of your 25 leads.
Let's say out of 15 presentations, you have 6 that are serious.
Let's say that out of the 6 people, 2-3 decide to join this month.
You INVESTED $_____ for the leads, and EARNED $______!

This is a great start (plus you made a PROFIT!) because remember, ratios always improve over time and many follow-ups can decide to join down the road!

So, in this example you are averaging 2-3 NEW sign-ups for every 25 leads! Your RATIO? About 12%! (IMPORTANT: This example is for a SPECIFIC lead campaign with 25 pre-qualified leads)

NOT BAD considering most companies shoot for 2% returns on major marketing and advertising campaigns!

Don't forget that as your business expands, your downline and recruiting efforts begin to COMPOUND, just like your ratio!

Before you know it, you will INCREASE to 15%, than 20% and so on! So, how much MONEY did you say you wanted to EARN this YEAR?

Get to it!

Type of LEAD Program: ____________________

Number of LEADS I receive each WEEK: ____________________

Cost of Leads: ____________________

Individual lead cost or weekly/monthly investment

Income I receive when I sponsor a new person:

_____________Product Commissions

_____________Distributor Commissions
 

Monthly Results:

Week ONE:
____________Leads Worked

____________New Sign-ups

____________Ratio

Week TWO:
____________Leads Worked

____________New Sign-ups

____________Ratio

Week THREE:
____________Leads Worked

____________New Sign-ups

____________Ratio

Week FOUR:
____________Leads Worked

____________New Sign-ups

____________Ratio

"Motivated Mike"
http://www.mlmdevelopment.com