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How Personal Development Can Actually Hurt Your MLM Business

Why You Need To Get On A PD (Personal Development) Diet

This is controversial but here’s some NO BS Truth about what’s going on in the network marketing profession.

We’re all “getting FAT” by consuming TOO MUCH personal development…

and not using what we’ve learned already to make an impact in this world.

Now, if you’ve NEVER watched a training nor read a book in your life then you can disregard this post.

Otherwise read on.

This blog is for those who have watched too many Facebook live trainings…

Attended a few events…

Read a few books…

And yet still stuck in your business.

Why You Need To Get On A PD (Personal Development) Diet ???

Why You Need To Get On A PD (Personal Development) Diet ???by Simon Chan—— ?—— Discover how:?Personal Development Creates Overwhelm ? Personal Development Has Become a Great Excuse to Procrastinate? You're Not Paid by How Much You Know But By How Fast You Take Action and Implement ? It's Not Your Fault If You Struggle With Consistency? 2 Solutions To Help You With Creating a Consistent Routine So That You Get Results If you need help to DEFEAT OVERWHELM ?and CREATE CONSISTENCY ? you can access our FREE TOOLS ? at ? www.MLMNation.com

Posted by MLM Nation on Wednesday, July 25, 2018

The Good and Bad News About MLM

I’ve been in the network marketing profession since 2003 and I’ve seen many changes…

Here is the good news.

There is so much good training out there now for free.

I remember back in the day where there was virtually NO training outside of what your team provided.

You had to buy everything.

I spent thousands of dollars and CDs, DVDs and even old school cassette tapes.

And now almost everything is FREE.

There is SOOOO much great training out there from not just trainers but also top leaders.

And in many ways,

Today’s free training is even BETTER than what I used to have to pay for.

Everyone is being a giver and sharing their knowledge.

Which is good.

Except for 1 important thing…

Which leads to…

The bad news…

This started around 2007 when Youtube first became popular.

Overnight…

Everyone had access to great training online.

There’s so much great content out there that you can be in learning mode forever…

And that’s the TRAP.

You just learn and learn and learn…

And NEVER ever do anything to apply what you’ve learned.

You never take action and implement to turn your knowledge into money.

I know this one lady.

An awesome mom with 2 kids.

For the sake of this blog, let’s just call her “Ollie.”

Ollie loves her company’s product and the business.

I see her comment and watch all the Facebook Live trainings

And yet…

Ollie is still stuck and earning nothing.

When you have kids and limited time…

You have to use every spare minute to work on your DMO (Daily Method of Operation) and make money.

You can’t be wasting time to “learn more.”

You have to take action!

Personal Development Has Become The New Way To Procrastinate”

The reason why Ollie is stuck is deep down she has fears of prospecting.

Even messaging someone on Facebook is hard for her.

So instead of confronting her fears and do what is scary

She spends time on personal development.

Personal development is a drug for her.

Gives her short term gratification (she did something)

But in the long term…

Just like a drug…

It hurts you cause at the end of the day, Ollie knows she has done nothing in her business.

She didn’t work on her DMO

And she got no new prospects…

No new customers…

No new distributors…

She’s made no money that day.

Does this sound like you?!

Self Development Creates Overwhelm

The more Ollie does personal development

The worse Ollie feels!

Cause there is so much to learn and do…

Where does she start?!!

There’s so many things to do already…

She barely mastered Facebook…

And then there was Instagram Stories…

And now there is Instagram TV!!!

What the heck should she do?!!!

Have you ever felt overwhelmed with everything you’ve learned and not know what to do?!

That’s how all this personal development can hurt you.

Cause when you feel overwhelmed, you don’t take action and you don’t grow your business.

Instead of learning more…

And more and more…

You need to take 1 thing you’ve learned and apply it.

And work the DMO every day

Every single day.

Cause the DMO is the only thing that actually makes you money.

All the other personal development is just a distraction.

Your Easiest Way to Overcome Your Fears and Create Consistency

If you lack consistency, it’s not your fault.

No one is born consistent.

The easiest way to become consistent is when we do things together.

If you exercise you know it’s much easier when you go workout with a friend.

Here’s what you can do if you struggle with consistency:

1) Prospect and work on your DMO with others

2) Have someone hold you accountable

If you don’t have anyone, I can prospect together with you along with a group of motivated distributors.

You can get on the Waiting List to be allowed into that group.

Personal Development Can Be Good

Personal Development is good

But only AFTER you do your DMO everyday

and after you’ve applied what you’ve learned already.

Go take action and apply what you know and not just learn learn learn and never take action.

Get on a PD Diet Today

This is not the first training you’ve been to.

You’ve already attended a few.

So instead of wasting your time on more personal development such as a FB Live, a video, book, etc., go apply what you’ve learned and do that consistently.

Use your valuable time to work on the DMO and make money instead.

Once you’ve taken action on what you’ve already learned, then you have my permission to go learn more.

Comment below and let me know if you agree.

Simon Chan

P.S. If you’re not sure on what to take action on, here are the only 5 things that make you money in network marketing.

Go download your free phone wallpaper and printable checklist.

MLM DMO (Daily Method of Operation) Step 1: Create 3 Pieces of Content

If you want to leave lasting impact for your business, family, or community –

You must be the person that people want to join and follow!

Or…

You can be one of the thousands and thousands of network marketers that take action here and there, and approach things the same exact way.

Which, is not a bad thing, it just doesn’t lead to large impact. 

In order to attract prospects online…

You must be posting daily, consistent, content.

Now, before you get ahead of yourself and think how in the world will you have time for that…

Don’t worry, this blog post systemizes and simplifies content creation for you.

But before then, let’s take a quick look at the DMO overview.

Overview of an MLM DMO

3 → Create 3 Pieces of Content

5
→ Meet 5 New Contacts a Day  

5 → Invite 5 People to Look at a Presentation

5 → Follow-Up With 5 Any Prospects

3 → 3 Prospects to Watch a Video or Attend a Presentation or 3 Way Call

MLM DMO Step 1: Create 3 Pieces of Content

Aside from creating consistent content…

Another simple yet important element is having is an attractive profile, and providing ‘good’ content.

By the way, ‘attractive’ can simply mean content that catches your audience’s attention.

Now…

Why would you want that?

Think of it like this…

Would people be interested to learn more about you after spending 5 – 10 seconds looking at your social media profile?

What about if they were to see the type of posts you share on social?

People join those they know, like, and trust.

And the easiest way to do that is to create compelling content.

But how do you do that?

How do you create valuable posts that make people want to follow you and trust  you?

What does it even mean for content to be valuable?

Now, we know your time may be limited…

The last thing you’d want to do is search up the answers to these questions.

So, we’ve simplified the answers for you.

In this Simon Says episode, I break down the basic steps to creating content that attracts prospects. But if you want to simply get the overview of this process, then continue reading…

To sum up the 3 rules for creating content that attracts prospects, you always have to:

1) Inspire

2) Educate

3) Entertain

So how do you apply that in practical terms?

Creating Content that Inspires 

In order to create content that inspires…

You have to be real!

Meaning, real people have flaws so don’t be shy to share your fears and struggles as long as you’re positive about it.

By sharing these vulnerable areas of your journey, people begin to trust and connect with you on a deeper level.

Not only do people begin to trust and connect with you…

But by sharing your flaws, mistakes, and how you persist despite of those challenges motivates others!

So remember to show vulnerability, but at the same time let others know about your passion and commitment to your business and how you plan to help others.

Here are some examples of content that inspires:
-sharing a before and after post about your fitness journey
-sharing a big obstacle you’ve had to overcome as a parent, and how you overcame it

Bonus Tip: When to Post

Simple rule to follow is post 3 times a day
1) Morning

2) Afternoon

3) Evening

At least 1 of these posts should be in a group that you belong to that will help you make new connections and at least 1 of the 3 should be a Live Video.

Creating Content that Educates 

This ties back to providing value.

Let me ask you, what are some offline ways to create value to people?

When you meet someone at a party, or you meet someone at a networking event, what are some ways you can create value?

One simple thing you can do is offer help, offer info.

You can do the same exact thing online – you can offer help,  or offer info.

By doing this, you make people knowledgeable.

Not only does it build your authority, but you also build a relationship with your audience.

So what are some thing you can teach, share info on?

Teach on something you’ve learned, or are currently learning.

Remember, you don’t have to be an expert!

People make the mistake and think they have to reach some qualification in order to teach something to others.

That’s our mindset stuck in the school mentality, or the employee mentality…

In entrepreneurship, it’s a different ball game.

All you have to be is one step ahead of people!

Meaning, if you’re learning something new, whether that’s in your business, health or parenting journey, and are taking action…

You’re already one huge step ahead from those who think about changing but haven’t yet.

Creating Content that Entertains

Think of this type of content very simply…

This is content that can make people smile, laugh, etc.

For example:

-It can be an image of your dog doing something funny, and write a short sentence with it

-A live video or a picture of you and your kid/s behind the scenes at home

Remember, your content does not have to be serious, all about training, all the time.

Have fun with it and don’t be afraid to show that to your audience!

Bonus Tips:

-Sit for 5 -10 minutes and come up with 10 creative ideas every single day. When you do that, and you don’t let yourself stop, you just sit down there for 5 or 10 minutes – it forces your creativity muscle. It will force you to think differently.

-A easy and cool tool you can use to create graphic images is Canva.

Commit and Your Life Will Change Forever

I admit that this Daily Method of Operation may not be easy.

But once you schedule things in and consciously make an effort to work on your DMO in every free second of your life, you’ll soon discover it’s not only doable but it gives you tremendous satisfaction and happiness.

You’ll feel fulfilled because you’re finally doing the actions that grow your income.

And before you know it, the happiness and success compounds exponentially because you’ll be getting the results that you wanted.

See you at the top!

Simon Chan

P.S. If you’re curious to see what it’s like to be part of a tight knit group of entrepreneurs that get help from me, to stay consistent and dramatically grow their business… Then you may want to check this video out. Once you do, you may know what to do next:)

How to Use the CLAM Formula to Find Unlimited Prospects Online

How to Use “CLAM” To Find Prospects On Facebook and Instagram

You need to meet new prospects everyday in order to build a successful business online.

It’s part of THE DMO (3-5-5-5-3) System.

Fortunately the CLAM Formula makes it easy for you to find prospects on Facebook and Instagram.

There are literally communities for almost every hobby you can think of!

MLM DMO Step 2: Meet 5 New Contacts A Day 

Facebook and Instagram has made it easy to meet prospects online.

The easiest way is to use:
1) Facebook Groups

2) Instagram Hashtags

For the purpose of this blog, we will refer to Facebook Groups but you can apply the same strategy to Instagram hashtags

Facebook Groups

One of the best and easiest ways you can meet these 5 new contacts is within Facebook group communities.

Invest 20 – 30 minutes each day to hang out in Facebook groups that you can relate to.

The best groups to join are groups that are actually not business-related!

Simply because most people join business groups with an agenda to sell things and not really to develop relationships.

You want to join groups where people are providing value.

So what type of groups exactly then?

You join and connect in groups that are related to your interests, your hobbies.

When joining a group, it is easier to connect with prospects and build friendships over hobbies, instead of business.

Posting in groups helps you build credibility and authority, just make sure you don’t sell in the group.

Instagram Hashtags

The same apply for Instagram but instead of Groups, you’ll be involved in hashtags of things you like to do.

The next step will teach you what to do afterwards.

Using The CLAM Formula

To meet 5 new friends a day, make sure you follow the CLAM formula when you’re in a group (or Instagram hashtag)

C → Comment on a post

L → Like a post

A → Add the person who posted as a friend

M → Message the person you added and introduce yourself

Here are some ways to connect with a new friend online:

– Compliment them about what they posted

– Commonality: talk about something you have in common with that person

– Ask a them how long they’ve been doing ‘X’ thing that’s related to that group (for i.e. if it’s a marathon training group, ask them how long have they have been running marathons)

How You Can Apply the CLAM Formula

Let’s say one of your interests is soccer because maybe you grew up being a fan of the sport, and now your kid is playing the sport itself.

You can start by joining a soccer Facebook group that’s from your local area, where people are sharing tips, what tournaments are going on, etc.

At the same time as you are learning about the sport, helping at your kid’s practices, you can share tips with other parents within these groups.

Here’s how CLAM would work in this example

C -> Go to a post you like and comment something as simple as thanking them for that post, or telling them how it helped you.

“Thanks for sharing, going to add this to our warm up practice routine at home!”

L -> Like their post.

A -> Send them a friend request and add them

M -> Message the person you added and then- introduce yourself, complement and find a commonality.

“Hey what’s up, I love the post you shared where you talked about your practice warm-up routine with your son, awesome video!”

“Love to connect with you, I also have my son, six years old as well and plays soccer.”

That’s it.

Often times, people get stuck when reaching out to new people online, partly because they’re afraid they may be ‘using them’ or may come off as not being genuine.

All you are doing is commenting and connecting with them, you’re NOT selling to them.

LIVE DEMO – How to CLAM on Facebook

LIVE DEMO: How to CLAM on Instagram

Review of THE DMO 

Meeting new contacts is just part of THE DMO (Daily Method of Operations)

The reason why you need THE DMO is because every business has a checklist.

THE DMO is your checklist of what you must do each day to build a successful business online.

It’s the 3-5-5-5-3 System and here’s a review.

3 → Create 3 Pieces of Content  

5 → Meet 5 New Contacts a Day  

5 → Invite 5 People to Look at a Presentation 

5 → Follow-Up With Any 5 Prospects

3 → 3 Prospects to Watch a Video or Attend a Presentation or 3 Way Call  

Focus On Activity and Not Results 

Results in MLM take time.

So be patient and give it time.

You have to give it time for you to get good and also for your prospects to warm up and get used to your new commitment.

Just make sure you don’t quit on the first week.

Do this network marketing DMO for 21 days and your business and life will change.

I promise you that.

Simon Chan

MLM DMO (Daily Method of Operation) Step 3: Invite 5 People to Look at a Presentation

The third step to your daily DMO is to invite 5 people.

So remember…

These are the daily ACTIONS you need to be taking consistently to grow your business:

Overview of an MLM DMO

3 → Create 3 Pieces of Content

5
→ Meet 5 New Contacts a Day 

5 → Invite 5 People to Look at a Presentation 

5 → Follow-Up With Any 5 Prospects

3 → 3 Prospects to Watch a Video or Attend a Presentation or 3 Way Call 

MLM DMO Step 3: Invite 5 People to Look at a Presentation 

This is simply asking five people whether they’re open to taking a look at your business.

Now this is not about whether they’re going to join or not, this is simply just asking them.

Most distributors waste too much time building rapport and “building a relationship” with cold market online prospects.

That is not to say building relationships are not important…

But it is important to be direct and invite quickly and not waste time because when it comes to cold market and especially people you won’t see again, it’s a numbers again.

That’s the great part of this MLM DMO.

You have to ask 5 people a day whether they’d be interested to learn about what your business/products and there’s no way you can hit that daily number if you waste time just chit chatting and not getting to business.

An Invite can be as simple as,

“I’m so excited to be part of this group of people who are changing lives and making a difference, it may or may not be for you but would you be interested to learn more?”

Remember, as you continue with your invites, the more you do it, the better you’ll get and will be able to tell what’s working and what is not.

Avoiding This Invite Mistake

Maybe this has happened to you…

Where you spend days, weeks, or even MONTHS chit chatting back and forth with your prospect and taking too long to invite them.

Meanwhile, internally  you’re debating on when’s the right time to pop that ‘special invite question’.

Getting stuck ‘building rapport’ and taking too long to invite is one of the most common invite mistakes!

It can slow down your daily income producing activities, which ultimately, can discourage you because little action leads to little to no results.  

Remember, when it comes to your cold market invites- it’s a numbers game.

Again, that is NOT to say building relationships isn’t important, or that you should mindlessly fire hose people…

For example, some common internal concerns may be:

“That feels wrong, they’re going to think I’m using them”

“I don’t want them to think I’m spamming them”

“Shouldn’t I build a connection first?”

If you ever felt that, you are not alone.

On this Simon Says episode below,  I break down this invite mistake and teach how you can invite quicker without having feeling you’re ‘using your prospect’.

Remember – It’s About the Activity, and NOT the Result

When you FOCUS on the activity, and not on the result of ‘getting that person in’…

It takes the pressure off when inviting and following up with your prospects.

The fear of rejection starts to decreases (not disappear) because you’ll soon learn that you’re not focused on the result.  

If you get five ‘No’s’, five people not replying back to you…

That’s okay, you’re gonna move on!

Your requirement every day is to focus on the activity and not the results.

And before you know it, the happiness and success compounds exponentially because you’ll be getting the results that you wanted.

Simon Chan

P.S If you’ve felt stuck, struggling to stay consistent with your daily income producing activities… It’s NOT a matter of “trying harder”, or doing more personal development to help you focus and get results. Check out this video and see what top leaders in this industry DO DIFFERENTLY to stay consistent each day.

MLM DMO (Daily Method of Operation) Step 4: Follow-Up With ANY 5 People a Day

The fourth step to your daily DMO is to follow-up with ANY 5 prospects every day.

In case you’ve missed what the complete steps to the MLM DMO looks like…

Here it is:

Overview of an MLM DMO 

3 → Create 3 Pieces of Content 

5 → Meet 5 New Contacts a Day 

5 → Invite 5 People to Look at a Presentation

5 → Follow-Up With Any 5 Prospects 

3 → 3 Prospects to Watch a Video or Attend a Presentation or 3 Way Call 

Now, let’s get into the third 5 of your MLM DMO!

MLM DMO Step 4: Follow-Up with ANY 5 People a Day

As you connect and meet new people, send out invites…

The next important step is to follow-up!

To put it simply, your daily follow-ups could be with people that you’ve invited, prospects that have watched a presentation…

Or, it could be with people that you haven’t talked to in a while and are reconnecting with. 

Again, this can be with ANY 5 people.

Five is just the bare minimum, you can easily follow up with 20-25 people a day…

If you continue with meeting new friends, inviting, you should have plenty of people to follow-up with.

Remember, it’s all a numbers game.

A simple follow-up to someone you’ve invited can be sending a text message to them:

Hey Adam, just checking in with you to see what you like best about the video I had sent you.

If you haven’t heard back from someone you had sent a video to, you can message and ask them:

Hey, sorry I haven’t been in touch with you, I’ve been busy with my business but I haven’t forgotten about you. I just wanted to touch base to see how things are going.

The Witness Protection Follow-Up 

What about prospects who have “disappeared” and are hiding from you?!

You know those prospects, or even your friends, that you sent that video to but never seem to reply back to your messages or calls…

If that has happened to you, maybe you’re a little scared to follow-up because you don’t want to come off as pushy and desperate.

Especially if they are close friends or family…

Here’s how you can follow-up in a situation like that, and respect you for it.

Use the Witness Protection Follow-Up Script, that will help you re-engage them.

Let them know:

– Your relationship with them is the most important thing

– It’s okay if they’re not interested

– You won’t bring up the business again

– You still want to be friends and just hang out

For example:

Hey Julie,  just want to say that our relationship means more than anything, it’s okay if you are not interested in my opportunity… I promise to not bring up the business again. Can we still get together and hang out?

In the video below, I go in depth on the Witness Protection Close, so you  can learn how to properly use it if you ever have prospects disappearing on you- so you gain, not lose relationships. 

Follow-Up Overview 

Your follow-ups could be prospects that you had:

– Sent a video to

– Watched a video already

– Attended an online or offline presentation

– Was not interested previously

And remember…

The key is to schedule your day and do bits and pieces of it through chunks of your day.

For example, you can follow-up with 3 – 5 prospects as you sit in your car waiting to pick up your kids from school.

MLM is a part time business that is done in the nooks and crannies of the day!

Work this DMO consistently, and the results will come.

I promise you that!

I believe in you.

Simon Chan

P.S Do you know that even the ‘top leaders’ struggle to stay consistent with their daily activities? Check out this short video and see the one thing top leaders do to differently to overcome it, and stay consistent no matter what life throws at them. Hey, perhaps this is the one ‘thing’ that can take you from where you are to where you want to be.

MLM DMO (Daily Method of Operation) Step 5: Have 3 Prospects Watch a Presentation Daily or 3 Way Call

The next step to the MLM DMO is to have 3 prospects watch an online presentation everyday, or get them on a 3 way call/message.

Before we dive in on the last 3 to your daily DMO…

Here is an overview of the complete steps what will help you grow your business:

Overview of an MLM DMO

3 → Create 3 Pieces of Content  

5 → Meet 5 New Contacts a Day  

5 → Invite 5 People to Look at a Presentation  

5 → Follow-Up With 5 Prospects that You Sent Invites To 

3 → 3 Prospects to Watch a Video or Attend a Presentation or 3 Way Call  

MLM DMO Step 5: Have 3 Prospects Watch a Presentation or 3 Way Call 

To go a bit more in depth on this step, this could be three people watching a video or three people attending an online presentation, home meeting, etc.

Or…

It could be a three way call, three way message.

So where do these 3 people come from?

They come from your friends, they come from your invites, they come from your follow-ups.

If you consistently meet new friends, send out 5 Invites and follow-up with 5 prospects everyday, you should easily be able to do this.

And remember, even though we’re an online show, the principles of Network Marketing are the same!

Whether you’re using Facebook, Instagram, LinkedIn, home meetings – the principles, the psychology of humans  is still the same.

It’s still a relationship business, you’re just using a different tool, different vehicle.

If There’s A Will, There’s A Way 

Don’t give yourself the easy way out and simply say “I don’t have time for all of this I’m too busy.”

Instead, ask yourself…

How can I fit this into my day to day?

That question alone makes you start to think differently.

“I can’t” limits us…

By simply asking “how can I” opens up the door to more possibilities!

Results in MLM take time.

You’re not into get rich quick right?!

So be patient and give it time.

You CAN DO IT!

Simon Chan

P.S  Check out this video and see what it’s like to be part of a tight knit group of entrepreneurs that get a daily ‘kick in the butt’ (daily accountability) for their business activities. Because hey, sometimes being an entrepreneur can feel like the loneliest job in the world. Where would you be in your business, if you were part of a community like this?

10 Stages of Online Duplication

What is Online Duplication and Why?

Online Duplication a step by step method to building a successful MLM business online that allows you to easily:

1) Attract Online

2) Recruit Online

3) Duplicate Online

Why Online Duplication?

Many people teach how to attract and recruit but don’t show you the steps to create duplication.

With Online Duplication, not only will you be able to recruit online but you’ll get your team duplicating and earning money as well.

Online Duplication creates retention and leverage in your business.

Building a MLM business using Online Duplication is also much easier than the traditional way.

That is NOT to say the traditional way doesn’t work.

Online Duplication is just much easier and quicker.

It’s easier because you don’t need to be a good speaker nor talker.

Quicker because you can reach way more people.

Online Duplication is simple to duplicate.

Why is this simple to duplicate?

Because people don’t need to present.

Presenting is one of the hardest things- people are often scared to present.

So, you don’t need to worry about the presenting part or training your team to present.

Another last benefit,

You can expand to new markets regardless of where you live.

So now that we covered WHY you should implement Online Duplication to your business

Let’s talk about the 10 steps to Online Duplication

Online Duplication Stage 1- Visualize 

You have to visualize.

Most of you have heard or read Napoleon Hill’s book Think and Grow Rich.

It’s the most commonly read book among entrepreneurs and Chapter 3 talks about the importance of visualizing and approaching your business with the right perspective.

You have to see yourself as a good online marketer.

Anyone can build online now.

Anyone.

For some of you, the most negative prospects are your friends and family…

They may know things about your past, familiarity, etc.

Here’s the cool thing about online, and that is most people don’t know your past!

When you build online, people don’t know your past.

They see who you are being in the present moment, and who you are becoming.

In today’s day and age, it’s easier because of the smartphones and technology.

No matter where you are with technology, you can learn.

Most of the seven figure earners today are all doing online, yet, they all started somewhere.

It all starts with visualising.

If you have a negative attitude-

“I can’t do this”, “this is too hard”…

Then it’s probably not for you.

But if you have the desire, and use it, you’ll be successful.

Close your eyes and visualize getting endless leads online.

People commenting, liking your posts.

Visualizing is the first step.

Online Duplication Stage 2- Content Creation 

You have to be creating content EVERY DAY.

Here are a couple simple steps to content creation:

  1. The Type of Content

Create content that inspires, educates, entertains.

That’s all you need to do.

Sometimes we feel like educational content is most important…

But that is not so, people like to be inspired and entertained more than educated.

  1. Where to Get the Content From
    You can get content from something you’ve learned from podcasts, books, team trainings, or from some type of Facebook Live on Facebook.

Just because it’s not from you, doesn’t mean people don’t or won’t like it.

People want to hear from a different perspective.

Here’s another tip-

  1. Think in Themes

Why?

If you ask someone, “Hey, go out there and create three pieces of content.”

It could be hard…

An immediate reaction will be, “Where do I start?”

Or

“What the heck am I gonna post?”

But if someone were to ask you-

“Can you create a health tip”, or , “personal finance tip”?

You can probably think of a couple of things to write about.

Our brains are conditioned to think in categories and themes.

You can sit there for 10, 15 minutes, create a routine and batch create at one time.

That’s one of the brain hacks, think in categories.

Don’t ever feel that you need original content, because even though the content, whether you’re taking something from Jim Rohn, or the top trainers…

People want to know your perspective.

It’s the same content, but it could be from a different perspective.

So share your story behind it.

Think about it, in a news station, why are there so many different news stations?

There’s CNN, NBC, FOX, all these different news.

Why do we need so many news?

That’s because people are always looking for a different perspective.

So when you share something, the thing is to share what it means to you.

Share from the heart.

If you have a quote, don’t just put the quote there.

Talk about how it inspired you, maybe put a picture of yourself up there.

That is what people are looking for, remember, people are waiting to feel inspired, educated, or entertained.

Set up a calendar and block off some time.

For example, first thing in the morning, do content for 10 minutes.

You can wake up 10 minutes earlier, and make it the first thing you do.

Online Duplication Stage 3- Building Your List 

You want to add, find prospects on whichever social media platform you are using, whether that is Facebook, Instagram, Linked-In, etc.

The very first step is to determine your avatar.

Meaning, who is your ideal prospect?

The beauty about Network Marketing is that YOU decide who you want to attract into your business.

If you want to create content that relates to everyone, you’re missing the mark.

It’s also very difficult.

Therefor, advertise to your ideal prospect.

You determine your ideal prospect by asking yourself:

What’s the age range of your ideal prospect?

What’s the gender?

And most important, what are they interested in?

Meaning…

What are the clubs they join?

Are they in fitness communities?

Are they in the church communities?

Facebook has made it so easy.

You can meet new friends in groups and pages.

For example, a leader that’ll be good in business probably likes Tony Robbins.

If you were to type in Tony Robbins, there’s is a group called the Tony Robbins Crew. 

There are like 4,000 members there!

There could be a couple of decent prospects there…

Why?

That’s because they’re into Tony Robbins, personal development.

Groups based on shared interests makes it easier for you to connect.

Whereas, maybe you thought of joining a business group but were nervous to do so…

That’s because you’re thinking about the business.

What will I write in the group?

How do I open a conversation?

Especially if your new, maybe you don’t have your belief level up there yet.

That’s why joining a hobby group makes it so easy.

So ask yourself, what are your interests?

If you like to exercise, there’s marathon clubs, weight lifting groups, etc.

Just in these groups alone, people in there are generally really good prospects.

That’s because they’re very very focused, they have a goal.

They’re goal oriented people.

They’re not the ones who run one day and then quit.

Ask for tips, or give them, it’s very easy to create a genuine relationship there.

Online Duplication Stage 4- Invite Approach

How do you invite people without turning people off?

One of the best ways is to use the C.L.A.M. method.

The C.L.A.M. Method to Meet New Prospects 

The CLAM method is to  Comment – Like – Add – Message.

Comment: 

In our previous stage (Stage 3 – Building Your List) we discussed that joining groups, whether online or offline, is key to building your relationships, networking.

The first step is to go out there in a group (that fits your interests), and comment on a post.

Yes, that simple.

For example, I can go there-

“Hey, Ken, thank you so much, I loved your post. You know that post you wrote about running? It’s so inspiring, I’m training to run a marathon as well.”

Why is this so important?

Take for example when people comment or like one of your posts, what do you normally do?

You always go back and see, “Oh, who commented?”

When people comment on a post, that’s like the ultimate, “Aha! Great! I got one.”

It makes one feel good.

So start off by commenting on someone’s post that resonates with you in some way.

Like:  

Once you comment, the next thing would be to ‘like’ their post.

It’s works the same way as a comment, it makes a person feel good.

This step is simple yet profound.

Add:

The next step would be to add a new friend.

When you add a person, normally you can mention something about the post-

“I love what you said about running, training for a marathon. That was so inspiring. I’d love to connect with you.”

That is where the message part comes in to the C-L-A-M method.

Message:

Now that you’ve commented, liked and added them…

What do you message?

Here are 4 guidelines:

  1. Use their first name.
  2. Build commonality.
  3. Compliment them
  4. Create some curiosity

If I’m messaging Michelle who you just met in a running group, you can say something like-

“Hey, Michelle. How’s it going? We met in the in the Facebook running group. I love running as well. I run a couple times a day.”

A compliment could be-

“Your post is super helpful. I was thinking of doing the DC Marathon as well. I saw your post and it is very helpful.  It’ll definitely help me prepare.”

Fourth, you create some curiosity.

“I love to run all the time. I run during the day when no one else is running cause I don’t have to worry about cars and stuff.  I train all the time and grateful to have the time to do that.”

Notice you wouldn’t say what you do.

Then you could ask them,

“Hey, what do you do? Besides running, what do you do?”

Now, notice, how you are not selling.

The Actual Invite 

How do you actually invite?

There’s two ways to invite.

If you don’t use a Facebook group, then you invite them directly to watch a video or to a three-way call.

If you use Facebook groups, which I highly recommend, you can use the ATM method.

That is Add, Tag, Message.

First off, if you don’t have a Facebook group a simple invite can be –

“Hey, I’m working on something super exciting. It may or may not be for you, but would you be interested to check out a quick video.”

Or, you can tie it into something you mentioned before-

“Hey, we met through the running club, and I’m working on something super exciting. It may or may not be for you but would you be interested in checking out a quick video that gives me time to train for these marathons?”

If they say yes, then you send them the video.

Now, if they say no, then what happens?  

How do you convince them if they say no?

You DON’T convince them.

You let them go, be friends.

Remember there’s never a bad prospect, it’s just wrong time for the right prospect.

The prospect may not be ready, but don’t just ditch them, ’cause they can be friends.

They can give you a referral.

Stay in touch with them on Facebook, or whichever online platform.

Using the A.T.M. Method to Invite to Facebook Groups 

Here’s the ATM method.

– Add someone who’s interested to the group.

-Tag them in a piece of content that will be helpful to them

For example, it could be a business overview video, or the product video (normally, this is the pinned post).

-Message them to follow up what they liked best.

After those three steps, you three way message with the upline.

Three ways are very important, because it shows them the community.

Here’s a sample script how to invite.

“Hey, you know, I read a book. I wanna do something more fulfilling, and I got started in this group. It’s been so awesome. I love it. And I wanna share. It may or not be for you, but I figure you should at least know about it, and what’s happening. I can add you to the group for you to check out.”

Now, just say, you have a great product story.

“Hey, I’m part of the Facebook community that’s really exciting right now. It’s over 1000 members. I got started because I had some health challenges. I took a product. It totally helped me out. The group has really helped me in my health. I’ve gotten healthier, more energy than ever. It may or may not be for you, but I wanted to share. You should at least know about it and what’s happening. I can add you to the group to check out.”

It’s a simple invite.

Again, add them to the group, tag them in the pinned post, and you message them.

Overtime, people will become interested.

A lot of times, they may not join the business.

They may just be a customer, but they will give you referrals.

If you’re needy and pushy, you turn people off.

But if you have posture like, “Hey, no problem”.

They will actually become more and more curious, or encounter people that’d be interested and give you referrals.

If they’re not interested, you let them go.

Online Duplication Stage 5- Foolproof Follow Up

The next part is the foolproof follow up.

Foolproof follow up is just simply asking people-

“What did you like best about what you saw?”

Now, if you sent info, and they haven’t replied back yet…

DON’T mention anything about the business.

If it’s been a couple of times, a couple of days, just say-

“Hey, It’s been a couple days since we chatted. I’ve been super busy working on my project, but I haven’t forgotten about you. Just wanted to see how you’re doing.”

Don’t sell them, just check in on them.

If they say don’t say anything about a business, then you move on.

That is the key… you move on!

How to Follow-Up With Prospects That Avoid You 

What if you have friends who are kind of ‘hiding from you’?

You message them, Facebook message them, call them, but they don’t reply back to you…

But you know they’re alive, ’cause you see them on social media right?

The reason they’re not replying back to you is because they’re scared to say no to you.

They’re not interested.

Or, they’re very busy.

In this situation, here’s how the Foolproof Follow-up Formula would work…

You mention four things:

  1. Our relationship means more than anything.
  2. It’s okay if you don’t buy nor join.
  3. I promise to never bring it up again.
  4. Can we still hang out and be friends.

An example could be-

“Hey John. Our friendship means more than anything. I just wanna let you know. I haven’t heard from you. Our friendship means more than anything in the world.  The last thing I sent you, it’s okay if you don’t buy nor join.  I promise I’ll never bring it up again.  I just wanna be friends. I haven’t heard from you. I just wanna be friends and hang out. Is that okay?”

If your prospects receive a message like this, how would they feel?

How would they feel?

They’re gonna feel relieved.

That’s because you’re not forcing it on them.

It’s very important you mention the relationship means more than anything.

That will save your relationship.

What’s happening is, because you maintained that relationship, the key to recruiting and duplicating is they may not join, but they’ll invite you to a party, or they’ll give you a referral.

It could be a Christmas party they invite you to, and at that Christmas party is when you meet your superstar.

But if you don’t connect with that relationship, you basically ruin that relationship.

It dies, and you never get a referral.

Always end every communication on a good note.

It makes things easier in the future and it also gives the profession a good name.

Online Duplication Stage 6- Art of the Close

What is the art of the close?

That is just simply asking them-

“What can I do to help you get started?”

Or, simply asking them-

“On a scale of one to 10, seven not ready, 10 ready to get started, where are you right now?”

Truth is, most people don’t ask.

Sometimes it the result of overthinking.

That’s why the key is to keep it simple.

Another question could be-

“If you were to do this, who would the first people you would talk to?”

With this question, you are painting images in their minds that they can do this already.

And that is the art of the close, painting a vision in your prospect’s mind and having them feel, believe they can do this.

Online Duplication Stage 7- Training New Reps 

There are MANY ways to train new reps online.

One of the cool things about training new reps is you can welcoming them online just as you could offline.

Meaning, in the old days of offline, you can welcome your new reps through webinar, or through a home meeting.

Everyone would stand up, cheer them on, etc.

Through online, you can do just that!

For example, within Facebook groups…

Immediately once they sign up, you go to the group, and you welcome them.

“This is one of my good friends. She’s a top leader”…

Just think, you got 20 other people in that group welcoming you.

How would you feel?

For most people, do they get immediate recognition out there?

Most people hardly get any recognition or fulfillment at their jobs, not like they would in these group communities…

Just imagine, you join this and all of a sudden 10-20 welcoming you-

“Hey, welcome to the group. How can I help you?”

You create that culture, and people get fired up.

Groups can also be very powerful when a distributor is facing any rejection challenges.

Let’s say their spouse, or anyone really, is being negative towards their business…

Without a group, they would more than likely spiral into self-doubt, that eventually may lead them to quit…

Just the fact of having 20+ people welcoming and encouraging them, they feel good.

When people feel good, they do good.

When people feel good, they inspire to go out there and jump out their comfort zones.

They’ll go to the trainings, events, etc.

So make sure you welcome people ASAP.

Also, create the Facebook groups to make it fun.

You can also put goofy videos there, themed videos, etc.

Make it fun, because people like to join fun.

Online Duplication Stage 8- Promoting Events

Here’s the cool thing about events…

That is, events don’t just have to be those big company events at some convention!

Events can be an online meeting or even online calling parties.

A calling party is just basically a couple of people, or more, who get together and make phone calls.

Most downlines want to does these things, but maybe they’re stuck.

Or, they fear to do it alone.

You can do these same things with them, but you do it online.

You can use Zoom, and a couple of people get together on Zoom and invite prospects.

You can make phone calls, or better yet, you can just build off Facebook Messenger.

For example, let’s say you’re reaching out to someone and you just followed up with your prospect John.

You would show it to whatever team members are on the webcam with you-

“Hey look, I just followed up with John. Take a look at this. Look what he said.”

They key part is that your team is watching you do it.

Leadership is caught, not taught.

Your team sees you doing it, you do it.

It’s good for you because there are days when you’re not that inspired to prospect.

There are days like, “Oh, I gotta go prospect some people. I wanna take a day off.”

But by going to a calling party, not only are you inspiring your team, you’re leading by example.

Your team is watching you, and you’re accountable.

So you can do it with as many people as you want, but the point is, everyone’s prospecting.

There are no strict rules to this…

Everyone is prospecting during that one hour

Some people can be on the phone, some people on Messenger, and on the webcams.

The important thing of why this works well is because it encourages activity.

ACTIVITY 

People sometimes hear a lot of trainings, but what they need is activity.

This helps your downline start moving, and also helps you was well with your own personal recruiting, because it keeps you accountable and just sharing.

A lot of times, especially if you’re a leader…

People think, “Oh, Kristine, you don’t get any rejection. You’re awesome.”

That is NOT TRUE.

Everyone gets rejection.

There’s no leader that has a success rate of 100% when they prospect.

Your team members get to see that even you as a leader, get rejections just like they do.

This alone will totally, especially if you have a team, get your team duplicating.

Online Duplication Stage 9- Training Leaders 

Training leaders could be done through a daily group.

You could also have a Facebook group just for leaders.

Basically an insider group for daily communication.

This daily communication can be done in the morning when everyone is starting off their day, driving to work, etc.

Or, some leader do them in the afternoon, during noon time in their noon break.

Point is, choose the time but maintain the communication to keep your team plugged in.

That can be through quick messages, Facebook Lives, etc.

Or a quick pep talk communication to your leaders and addressing the problems.

Online Duplication Stage 10- Systemize

The last step is to systemize.

You want to systemize the training online.

One way leaders are leveraging online to systemize is by using Facebook groups.

For example, creating videos for every one of the common questions that people ask, whether it has to do with the products, or overcoming objections.

As the leader, you’re not always answering over and over, the same questions…

Create a video, and you should always have the goal to do something once, and never do it again.

Once those videos are created, you can pin it to the top of the page, use hashtags to easily search and share it among your team.

How can you record these videos?

You can use a software on the Mac such as Screenflow, or on Windows, it’s called Camtasia.

You can record yourself answering the question, save the video and post it up.

Once that is done, you never have to answer that question again.

You’re creating a system so it allows you to do the income producing activities and not stuck on admin work.

You should always create content and not answering same questions over and over again

Another thing about a systemized system, template, is to celebrate success every time.

To celebrate success, is not just like “Congratulations for hitting this rank”…

Rather, tell a story about it.

For example, say there’s a successful realtor property manager who’s also network marketing and just hit a promotion…

Share a little bit about them, share a story.

You could say something like-

“This woman is a grandmother. Sherry has two sweet grand babies that she wants to see more. Team, she got two promotions already!”

It’s a story, because you personalize and humanize their accomplishments.

I Can!

I’ve been the happiest I have ever have been in my life.

It’s cause I feel I’ve discovered a new joy that I’ve never experienced before.

And that is the joy of parenting; the 1 on 1 bonding time and watching my oldest son, Ethan, get better and better at baseball.

He’s the youngest kid in his fall league but has improved so much that he is better than many of the kids that are 1 – 2 years older than him.

Everyday I look forward to playing baseball with him after he gets home from school.

And he loves it too!

I told my wife the other day that helping him get better has been more fun and satisfying than when I get good at something.

I guess that’s the “coach” inside of me.

For me, seeing others success is more fun than to experience the same success.

The journey hasn’t been easy though.

I’ve had a lot of “frustrating” and growing times with my son when he would get frustrated for not being able to hit nor catch the ball.

I’ve learned to deal with the tantrums better now and we make sure we always end each daily practice “on a good note.”

I’ve learned to become more patient with him.

The one thing that really BUGS me and annoys me the most is when he says “I can’t.”

He can hit the ball 25 times really well and then after a few bad swings, he would get frustrated and say “I can’t.”

I can’t stand it when my kids say “I can’t.”

Cause the reality is they can.

My kids never get in trouble when they can’t do something but they definitely get in trouble and scolded when they use the word “I can’t.”

To help my son out, I would then show video of him hitting it well and always remind him that “he can!”

But from time to time, he still says “I can’t” when he gets frustrated.

I have to remind him to say…

I can!

I can!

I can!

We all can if we focus on the positive instead of the negative.

The other day I had a call with a potential coaching client and he told me wanted to hire me to help him with his online branding but he felt that he can’t really do Facebook.

I asked him why and he said that he’s an introvert and most of the online influencers in his company are all social butterflies.

He was basically saying to himself, “I can’t.”

First suggestion I told him was that he had to change his attitude.

No excuses.

You can’t let the fact that being an introvert will prevent you from doing well on Facebook.’

Heck!

I’m an introvert but I have a social media presence right?!

In fact, I shared with him that most top leaders are introverts.

But they say to themselves, “I can!”

They can learn to turn it on and be the person that the world needs them to be when it matters.

Anyone can be successful online.

Don’t let being an introvert stop you.

Stop using the word “I can’t.”

Instead, ask yourself:

How do I need to change my mindset or attitude so that “I can”.

In order for your income to change, you must change.

So what type of thinking, philosophies or attitude do you need to change in order to get to where you want to go?

Remember, never never never say “I can’t.”

or…

“I’m not that type of person.”

Because those are all myths.

You’d never teach your kids to say “I can’t” right?!

So why do you say it to yourself?

Instead, start saying “I can” more often.

And even if you don’t reach your goal, you’ll be a wiser, more experienced person than you were before.

And you’d definitely go further and progressed more than if you were stuck saying “I can’t” over and over again.

Go seize the day and say “I can!”

God Bless,

Simon Chan

P.S. When it comes to prospecting, and overcoming fears – it’s both mental and practical. If you’re interested in having me prospect with you and help guide you on your conversations with prospects, check out Purpose Driven Networkers.

The Psychology Behind Creating Valuable Posts, That Makes People Want to Follow Your Content

Perhaps you are using Facebook, or another social media platform to grow your business and wondered…

How do you create valuable posts that make people want to engage, follow, or even share your content?

Now, why would you want engaging content that people follow and share?

Simply because that is how you grow a following of people that trust you, and want to be a part of your cause in some way- either by joining, buying directly or referring someone.

So, how can you do that, right?

Before you implement any content creation tips…

There are three areas that your content MUST capture!

These three areas are what the blog refers to as the psychology behind content.

Because it is not just any type of content that attracts and moves people towards an action…

To provide content that engages and people want to follow, you have to be precise and purposeful.

Remember, we are in the profession of humans, and human connections!

That is why surrounding your content around these next three areas will help you be more precise and impactful…

The 3 Areas to Creating Valuable Social Media Posts

1. Value To Your Target Audience

A marketing fundamental is knowing who your target audience is.

You should not be throwing random content onto social media and hoping it will attract the right people to you…

That simply will not work.

So part of the key to creating valuable content, is to focus on the people paying attention to you.

The question now is: Who do you want to attract?

YOU need to define that!

The more specific it is, the better.

These are the questions you must be asking yourself:

-Who do you want to attract?

-What age are they?

-What is their gender?

-What are their interests?

Maybe you want to attract spouses who are professionally small business owners, or, women in their 30s that are into fitness, etc.

Point is, when you know this, it makes it much easier on what type of content you’re gonna create.

Being clear in this area also allows you to focus on engaging, exchanging value with this niche of people- rather than being all over the place trying too hard for your content to fit everyone.

So once you know who your target audience is…

Your content should surround around making your target audience feel good.

2. Branding Yourself

The second thing is, your personal brand.

Now, this is DIFFERENT than branding your company…

Why?

Because people are buying you first before they buy into your company or products.

If you only branded your company, it’s harder to connect with and trust you if that’s all that you share…

That is why defining your personal brand is important!

You define your personal brand by asking yourself and answering:

What do you want to be known for?

What are 10 words to describe your personal brand?

For example, with MLM Nation, our audience is network marketing distributors.

Everyone needs some inspiration.

And it’s always through a certain brand-

No BS, very direct MLM training.

We talk about leadership, inviting, duplication, and use certain type of words.

We have the power to inspire and motivate someone every day.

Connect your brand with your content:

Create posts that are relevant to your brand and tell a story!

So when you post on things, you have to make sure they’re consistent with how you describe yourself.

It may not be perfect all the time, but make sure it is consistent overall.

How do you come up with these ideas?

A lot of times the best time is when you’re doing your hiking or something in an outside environment.

Or…

Give yourself 10-15 minutes of personal time, with no distractions to brainstorm on 10 creative ideas…

So, how clear are you in your personal branding?

3. Get Personal

You have to be comfortable sharing personal things.

People just don’t want business, they want personal.

Why?

One of the easiest ways to get people to trust you is by you sharing something personal about yourself.

If someone shares a part of their family to you, or opened up on their worst story, and this is a prospecting tip too…

This basically tells you ‘I trust you’!

It’s the law of reciprocity.

If you show trust to them, they’re probably going to trust you and respect you back for it.

When people trust you, they follow and listen to what you have to share.

With social media it is no different!

It’s just a different channel, outlet, but it’s the same thing.

If someone isn’t really going to open up, then basically social media is not going to work, because at the end of the day…

When you talk about your business, they are not buying the company, nor the products.

They are buying you.

Connect personal stories with engagement:

When you share personal content on a social media platform, make sure it is something that sparks questions and conversations with your audience.

You do that for two reasons…

One, it becomes a party within your posts- videos, images, etc…

Meaning it will bring people back every time you post something new because it is valuable and interesting.

Two, it tells Facebook you are an interesting person, and they will show it more.

Otherwise, your social media becomes a ghost town.

The Next Step

Those are the three key areas that will set you up to create valuable content:
-Provide value to your target audience 
-Be clear and consistent with your personal brand
-Make your content personal 

Did you know about these 3 areas?

Comment below on how this was helpful, and what you will implement today.

God Bless,
Simon Chan

PS. In case you haven’t heard, a few spots are still available in our MLM Nation Mastermind. This is a tight knit group of entrepreneurs that get the daily ACCOUNTABILITY they need to make those goals and dreams a reality… Because hey, sometimes being an entrepreneur can feel like the loneliest job in the world. If the page is still online at THIS LINK, then there’s still a spot left! Go here to apply🙂

How To Motivate Yourself When You Don’t Feel Like Doing Something

Today is one of these days…

And this blog is a great example…

It’s something that I really did NOT want to write.

I didn’t want to share…

I just finished my new training on the 10 Stages of Online Duplication that you can watch for free.  

Not only will you learn how to recruit online but more importantly you’ll get the steps on how to create duplication. 

That training took up lots of time…

And then I still had to write this blog!

I’ve had a very “happening” week already.  

I don’t want to say “crazy” or “busy” because those are negative words and I’ve learned to take them out of my vocabulary.

Instead I say this week has been “ultra productive.”

I got off a 13 hours flight from Australia on Monday morning and went straight to production mode.

Did 2 video shoots…

Recorded 6 podcast episodes…

Prepared my upcoming training on the 10 Stages of Online Duplication…

Did 3 private team trainings…

Plus my normal stuff I do running MLM Nation…

And practiced baseball with my son every afternoon…

And…

Now I had to write this blog?!!!

I totally didn’t want to write this.

But I had to.

Cause I had made a commitment to YOU.

I promised you I would provide value every day.

Whether it is releasing a podcast 3 times a week

or writing 4 blogs posts a week.

I’m committed to creating valuable content to you daily.

I learned this is what separates leaders.

Most people do what they feel like doing while leaders do what they’re committed to do.

So even though I didn’t feel like getting up extra early on Saturday morning to write this after a long week…

I still did it.

Cause it’s not about what I feel like…

It’s about what you’re committed to.

Motivate Yourself Cause Most Won’t Do It

Here is my motivation to do things when I don’t want to do it.

I know 97% of the people would have taken today off.

And that motivates me to do it.

Cause I know I’ll win by simply showing up and do it.

Every time I realize that most people won’t do it, that motivates me to just do it!

I applied this principle to everything I do and when I was building my MLM business.

Every time I didn’t want to call a prospect.

I would say to myself that most distributors won’t make that call.

And that would motivate me to do it.

Cause I know if I do what others don’t, then I’ll get to do what others won’t.

So…

Let others watch.

While you just do it!

The more others won’t do it, the easier it’s for you to become successful.

So go look at the list of things you should be doing…

And just do it!

It’s easy to do things when you feel like it.

Your real test of leadership is when you don’t feel like doing something.

Then what to do you?

Just remember 97% won’t do it…

So if you do it, you’ll beat them all and win.

And you’ll be the leader that just does it.

Leadership is about doing things you’re committed to even when you feel like doing it.

Just do what others don’t and you’ll get what others won’t.

So just go do it!

and do it!

and do it!

And I’ll see you at the top!

God Bless,
Simon Chan

 

P.S. If you’re curious to see what it’s like to be part of a tight knit group of entrepreneurs that get help from me, to stay consistent and dramatically grow their business… Then you may want to check this video out. Once you do, you may know what to do next:)

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