Hey guys, Thomas J here. Last time we talked about the most important part of your business being you. This time, let's start out with the most important attitude you need to have. (00:10) This is Thomas J and you're listening to rocket science MLM. Here's the science. How do real MLMer's like us, who have full time jobs, families, and a million other things vying for our time, grow a profitable home business, recruit A players into our downlines, and create extra income to achieve escape velocity from our nine to five without sacrificing the very time we are trying to get more of. And do it without bugging friends, family and coworkers or posting endlessly on social media. That's the critical question and this podcast will give you the answer. My name is Thomas J and welcome to my journey to build a better MLM vehicle with rocket science. (00:50) Attitude is everything we tell our kids this all the time. What attitude should we have in running our business? There's no beating around the bush for this one. You need to be a servant, and you need to help others. The second part of our blueprint, which you can grab at rocketsciencemlm.com is about who we want to help with our product and opportunity. The first step was about finding that astronaut to pilot your rocket. This step, I've decided to label as the destination. So what is your destination? I'm not talking about your goal to leave your job or make enough money for that family trip to Disney world. You have to pick who you're going to help and the money will come. Before we can pick out who you're going to help. You need to know what problem you are going to solve because ultimately you help people by solving a problem that they need solved. (01:44) Too many times we try to sell to a person that either doesn't believe they have a problem, or doesn't want help fixing it. Maybe some of you guys can relate, with a wife or significant other. They tend to tell you problems that they don't want fixed, and it's really hard sometimes to let it go and just listen. But let's go after that low hanging fruit, first. We need to talk to people that know they have a problem and want help. The cool thing about the internet is that people are generally searching for help. If you can dial in your message, you can speak directly to that person. So how do we do that? Well, let's talk specifics. As an example, let's pick weight loss as a problem. That's a pretty widespread problem. Who are you going to help with weight loss? The way you talk to a 45 year old guy who sits behind a desk all day, is going to be very different than the super busy stay at home mom. (02:38) Repeat after me. You can't help everyone. Even if your product is so awesome that everybody needs it. You can't talk to all, at once. You have to be specific. This will turn off some people to your message. Some will not relate to you. That's okay. In fact, that's good because when you get specific, you can reach specific people. Your message is not diluted by trying to please everybody. Picture this. You're standing in a crowded room. It's a party. People are talking and interacting. There's music playing. You've got the more adventurous group dancing in the middle, and you stand up on the chair to look over the sea of red Solo cups. You announce, hey guys, I want to give you my new book. It's about whatever, something to help you. Do you think anybody would even notice you? And if they did, would they be interested? (03:40) I don't think so, but that's how most of us treat online marketing. Now, picture this. You walk through the crowd going directly to Jill. You say, Hi Jill. My friend told me you might be interested in my new book. It's about this and that. You strike up a conversation, and you get to know each other. In the end, most of the people at the party have no clue who you are, but one does. Even though it's only one, that's better than none. If you try to market to everyone, you either expend too much energy and resources to make sales, or you will never reach anyone. Here's another more rocket science way to look at it. When we send a spacecraft to another planet like Mars, or Saturn, the trajectory of the spacecraft is meticulously planned. When it's launched from the earth, most of the fuel is used, and once that launch system is expended, it falls back to Earth. (04:36) Then we can use gravity of the earth and the other planets to slingshot around in different orbits to get where we want to go. Fuel is only used to make small corrections. If we don't plan the specific route of the spacecraft will take, it will not get anywhere. It will run out of fuel and crash. You can't just point in a direction and go. You can if you have a lot of money to burn, but I'm not one of those people. You can pick multiple destinations, but wait till you have the resources. Pick a specific person to market to for now. A lot of the time, especially with MLM, in the beginning, it's easiest to market to someone like you. You can understand your customer if he or she is just like you. You can essentially speak their language and get noticed in a crowded room. (05:26) If the message is targeted, someone feels like you are talking directly to them. It's like calling someone's name in a party till you find them, then you can deliver the rest of the message. Let's break it down a little more. First, you have to separate target for your product and your opportunity. This is a very different from what most MLM companies teach. I don't know about you, but I've heard 'lead with the money' a lot. We were told to talk about the opportunity, then when they weren't interested, offer the product. If you start by giving someone the product with no mention of the business, all you'll ever have is a customer. I don't disagree with that, but that's what makes it so hard. Most of us only have our friends and family to talk to. If you lead with the business, they get turned off and may never even try the product. You lose a customer. (06:18) So, you just start handing out product to your friends and family. They don't feel pressured, and you may get a few sales, but no one joins your team. When you have a limited network, you have to get very good at reading people. I'm not good at that at all. I'd rather go find specific people that want different things for the different offers I have. Who are those specific people? It actually helps if you give them a name. Let's help John. What keeps John up at night? What are his dreams for the future? What are his biggest obstacles? The more detailed you get, the more tailored the message you can create. What problem are you solving? What specific problem for John does he need and want help with. To continue with our weight loss example, let's dig a little deeper. (07:05) John sits behind a desk all day. He's a family man and doesn't have much time to work out. He doesn't want to sacrifice the little time he has with his kids to go to the gym. He's worried about his health now that he's 40. When he was young, it was easy to stay in shape. Now it's a losing battle. He's very structured and he has a plan for everything, but he knows nothing about how to lose weight now that he can't get to the gym. He wants to stop the slide and get back to a healthier state. He doesn't care so much about being all buff like he was in college. He just wants to have enough energy to play with the kids and enjoy the grandkids when they come around in 10 years. Now, what is the message for John? You can create a message that speaks directly to him. (07:49) You can create an offer geared towards helping him lose weight. It may involve a meal plan with tips on getting moving during the day. He would probably be excited for a 30 second desk workout plan. Then, you could offer your supplement or whatever you have. See what I'm talking about? That stay at home mom could care less about that message, but with 6 billion people in the world, there's bound to be more than one John. You would do the same thing for your opportunity. This one's a little bit trickier because making money isn't always the problem. You have to be more specific for the problem. For me, I'm targeting people that might be a little more technical. People that have a full time jobs and can't use the traditional MLM tactics. I'm trying to reach people, like me, that have a significant time pressure but still want to build something for themselves. (08:40) They may be tired of working for someone else. They may be fine with working for now., but want to have a real asset to retire early. They may need extra money now for braces for the kids, extracurricular activities. or family vacations. I will not relate to a stay at home mom that loves to get together with her friends and have a party about makeup. I will not resonate with a 25 year old that has endless free time, and that's okay. Hopefully, I've made it clear how important this step is. These first steps are critical to your success, especially when trying to use the internet to sell. You need to be laser focused on who you are, and who you want to help. You can make all the funnels you want, but you'll go broke trying to run endless traffic through it without ever connecting to anybody. Next time we'll finish up our foundation, our ground control, then we can get into the fun part. You can't skip this, even if it's not fun. Rockets are fun for me. All the setup is boring, but believe me, you have a lot more fun when the rocket works. Okay? Enough for now. Later, go figure out who you want to help.