Get Out Of The WAY!

This concept is a huge part of understanding human nature in our business.

It's what makes your mom listen to me more than she'll listen to you.

It's the reason people get paid big money for endorsements. If someone else endorses a product, we sit up and listen... and we buy.

A big part of building a large organization is sharing the product or the opportunity with others. If you understand 3rd party, you'll know that regardless of your background or credibility, you'll do much better if you aren't the "fact giver" but instead rely on a 3rd party tool.

Network Marketing Amateurs identify a prospect and then give that prospect information in a 1st party way. It other words, they are the face giver. Fact fact fact.

There are several problems with that approach:
1. What if you DON'T HAVE CREDIBILITY with the person you're talking to? If you don't, it's going to be difficult to overcome that credibility gap.

2. What about the other side? What if YOU DO HAVE CREDIBILITY with the person you're talking to and they look up to you? In that case, one of two things usually happens. Either they are intimidated by you and can't see themselves doing what you're doing, or they join and don't do anything unless you're there helping them.

3. What if you're A WOMAN TALKING TO A MAN? Are there differences between men & women? How do you bridge that gap?

4. What about a man talking to a woman? A 20-year old talking with a 50-year old? People from different cultures or races? People from different educational backgrounds?

Are you beginning to see the problems with 1st party? The chances you're going to line up perfectly with the person you're talking to so they believe and trust you without being intimidated by you are so small it's phenomenal.

1st party is the reason you see any groups look the same. They're all home-makers, or they're all from corporate backgrounds, or they're all from a certain educational background, or they're all from a blue collar background or they all come from the health care profession.

In order to build a large organization that will give you the leverage you're looking for, wouldn't it bet better to have EVERYONE available to you and everyone in your group?

Only 3rd Party can get you there.

Here's how it works...

Instead of being the "fact giver", let a 3rd party tool do that for you.

Here are some examples of what a 3rd Party Tool could be:
- Literature
- CD
- DVD
- Website
- Product
- Recorded call
- 3-way call
- Another person
- Event
- Story (even if told by you)

Here's another way to define 3rd party and that is ANYTHING THAT ISN'T YOU. If you're the fact giver, it's 1st party. If you use something or someone else to relay the facts, it's 3rd Party.

THE RULE OF 3RD PARTY.....

"If your lips are moving, you need to be pointing, reading, introducing or telling a story.

POINT to a magazine. READ them something. INTRODUCE them to another person or some other tool. Tell them a STORY about what's happened to you or someone else.

The big value of utilizing this approach is it helps you work within the formula for financial independence which is "Your ability to get a large group of people to consistently do a few simple things over a sustained period of time."

With this approach, anyone has the ability to easily talk to anyone else. The 20-year old can approach the 50-year old, as long as they point, read, introduce or tell a story, they have a chance.

The same holds true for other people who aren't super compatible.

If you're a BIG SHOT:

Resist the urge to go out there and throw your influence around. If you do, once again, one of two things will happen:
1. People will be intimidated by you and won't think they can do what you do so they don't join, or

2. They join because of your influence, but then sit back and wait for you to help them build an organization for them. Once that doesn't work, they quit.

In both cases, you don't end up with an organization that grows with or without you.

A better way for the BIG SHOT is to utilize 3rd party by not making themselves the issue and pointing, reading, introducing and telling stories. Then everyone in their group can do the same thing and they get to have some of the freedom they're looking for.

If you're NOT A BIG SHOT:

How do you overcome that? If you don't use 3rd party you have very little chance of building a large and powerful organization. It's going to be tough to recruit someone who is more successful than you are. You're going to get shot down constantly.

A better plan for the LITTLE SHOT is to utilize 3rd party by not making themselves the issue and pointing, reading, introducing or telling stories.

IN ALL CASES, YOU BECOME THE MESSENGER AND NOT THE MESSAGE.

If you insist on being the message, it will feed your ego and steal from your bank account. If you're smart and utilize 3rd party, you have to bring your ego down a notch, but you'll grow your bank account.

If someone asks you a question, EVEN IF YOU KNOW THE ANSWER, you say "Why don't we ask so and so to see what they have to say?" or "The magazine/CD/DVD can explain that better than I could" or "Let's take a look and see what it says on the website" or "let me share a story that might help answer that question for you".

It's against human nature to not give the facts directly if you know them. But you MUST develop the discipline to point, read, introduce or tell stories. It's the only way to get leverage into your business.

So, if you buy into this idea, you need to make sure you have the necessary tools at your disposal. It's so important to be prepared and to make sure the same is true for everyone in your group.

Bottom line...

Amateurs use 1st Party.

Network Marketing Professionals use 3rd Party.

Which are you?

One last thing, we have people in this group from all over the world. If someone would like to take a stab at translating this and other posts into your native language that would be a great help. Just post this one as "Get out of the way! - Hebrew", "Get out of the way! - Spanish", etc. etc.

Thanks,

Eric Worre - Network Marketing Professional


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