25: Mental Triggers For The Lazy...

Hey, hey what's going on everyone, this is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery, how do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes? Yet still have plenty of time for the rest of our lives. That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Alright you guys, I've got something special to share with you today. Back when I was in college, when I first started learning about how to drive internet traffic and I started learning more about how to actually market online, there was a book I came across that had quite an impact on me. At the time, I was doing a lot of side businesses with buddies. We were going around trying to do real estate deals. We were, ... I was driving traffic for Paul Mitchell, like the big hair company. We'd build websites for the rising companies and their rising celebrities before they went on TV and stuff like that. We were all over the place doing tons of stuff. It was a lot of fun. There was a specific book that I read, that really helped me understand more of what I need to be doing inside the person's brain, as they experienced what I was building. So think about this with your MLM, think about this with the things that you are out and you're creating. Think about what it is that you can start to apply here. This is a huge lesson, alright? The book is launched. It's a book by Jeff Walker and what he does, is he teaches you how to create what we call a launch sequence and basically a product launch funnel. Lets say that you've never launched officially, the product you're selling. Lets say you've never actually created an event around the thing you're selling, how do you actually do that, right? I just talked about how you need to create events around what it is you do. Well, how do you actually do that, right? So the book launch is fantastic. I recommend it to pretty much everybody, whoever wants to make money online. And especially if you're inside the MLM space, because it's not a normal style book that I think most stereotypically, the MLMer will go through. There were nine things that I realized that I needed before I was going to be successful inside my MLM. But what was funny is that none of them were tangible. These are all intangible things. Which to be honest, completely shocked me. I thought that it'd be some, hey, here's the nine steps, here's the nine things. That's not at all how this works. It works instead, ... think of it kind of an emotional state checklist. Lets make sure that we hit each one of these points inside the person's brain. These are the things that gets someone moving. I've already mentioned before, and we all know, humans are lazy by nature, I mean we just are. We always choose the path of least resistance, which is not a bad thing. Some people say that as a negative thing, but it means we go create better processes. "Hey, I don't want to walk 500 miles, lets invent a car." Not that that's how it happened, but you know what I mean, it's not a bad thing that we go for the path of least resistance. However, a lot of times when it comes to our MLMs and the offers that we have, it can be a bad thing. If we don't put the other person in a certain state of mind, they're not going to do anything with your MLM. They're not going to do anything with your offer, they're not going to join you. They're not going to care at all about you because they will look at you as being selfish. Does that make sense? When I was driving traffic for Paul Mitchell, that's when I started realizing. I can drive a crap ton of traffic. We drive traffic all over the place. I remember my record so far, is 53,400 visits in two days to a single website. And I was like holy crap, we can drive traffic. But I wasn't doing, ... I'm going to go through this list in just a second, there's nine of them, nine mental triggers, but I wasn't doing these triggers. Because I wasn't doing these triggers, it comes off as if I'm barking. It comes off as if I'm annoying, as if I'm loud, as if I'm running into somebody at the mall. Just like a standard cliché thing for MLMers to do. If you don't want to come across like this, or come across like you're barking or you're begging, or you're yelling, or you're saying, "Come over here, come with me." If you don't want to compete solely on price, this is how you do it. And these are nine things that you can do inside someone's brain to help them want to take action. Does that make sense? Here they are, these are the nine. Number one, you've got to have some likability, meaning, are you likable? Does the other person like you? Now this list might sound a little bit shocking to you, but notice I didn't say, "Hey, tell them why you're cheaper than the other guy." Does that make sense? Do they like you? So number one, and some of these things are really easy to do and some of them are a little bit, harder to do. So number one, likability. Number two, reciprocity. How do I get someone to feel reciprocity in their brain? How do I do it? Well, I give them something for free, which is exactly how I vet people on the internet. When people join my downline, I give them these systems that go out and say, hey lets get you, ... giving out this free stuff. If you don't have free stuff don't worry, I've got stuff for you. What it does is create these feelings of reciprocity, somebody wants to reciprocate. If someone shows up at your door on holidays and they've got something for you, lets say it's a neighbor, and lets say they bring you a plate of cookies. I remember distinctly, my mom, my wife, even my myself now, if someone says, hey, we've brought you this stuff. There's this immediate feeling, ... I'm always like, hey just wait a second, and I run back into the kitchen to see if I have something for them. You're trying to create that feeling of reciprocity. If you do that before ever asking for the sale, it's a lot easier. So number one, likability. If you're just obviously a straight up jerk, obviously, it's hard to be likable. If you are what we call an attractive character, that doesn't mean visually, but are you someone that's nice to be around? You can create likability inside the person's brain. Number two, reciprocity. Are you creating reciprocity inside their head? Number three, authority. Now authority is interesting. We trust figures of authority all the time. Lets say I'm driving down the street and I run a stop sign, I only need to barely glimpse the colors red and blue flashing lights in my rear view mirror to know that an authority figure is pulling me over. Does that make sense? So the question is to ask is, what are the authority figures? What's the feelings of authority, not that you're trying to be dominate or domineering, or use these powers I'm about to show you for evil. But what you are doing is, you're saying, hey, how can I come at a place of authority to show that I've actually done what I'm talking about. So if you can create feelings of authority. Number four is trust. Now trust, ...a lot of these all happen and they're a little bit intertwined all through out. Someone can be in a place of authority but you can totally not trust them. I'm not going to get into this at all, but sure sometimes leaders that we've voted for or didn't vote for, those can have those feelings, where they're in a position of authority but maybe you don't trust them. There are different things. How do you develop trust? One of the easiest way to do it is to help the other person solve one of their problems before you ask them to help solve your own. What's the problem you're trying to solve? Well I want to join, I'm going to get this big downline. I want to get peo...