Hey guys, time for the last piece of our foundation. Let's put it all together using what we've learned the last two episodes and make a flight plan. (00:09) This is Thomas J and you're listening to rocket science MLM. Here's the science. How do real MLM'ers 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. (00:48) I've titled this part of the blueprint, the flight plan. We have built our foundation over the last two episodes and today we finish it up. If you want to go grab a copy of the blueprint that I'm using, head over to www.rocket sciencemlm.com. If we take what we've learned about ourselves and about our target customer, now we can make an offer. This is not the same thing as our product. We need to create an offer. Yes, you still want to sell your MLM product, but we can't just put it up front. For one, Facebook doesn't like it. Even if you get your ad approved, you won't get any traction on Facebook. Second, your MLM probably doesn't allow you to do that anyway. We have to create a step by step path to your product, and it has to make sense and it has to be worth it. That's why I'm calling this part, the flight plan. (01:42) Here's a quick analogy. The Cassini spacecraft launched from Earth, October 1997. Its mission was to orbit Saturn, to study the planet, its moon, and those famous rings. It also had a probe, called Huygens, that landed on Titan, Saturn's largest moon. Now the flight path to get from Earth to Saturn was not simple. Cassini traversed the 1 million miles by using four gravitational assists with two fly pasts of Venus, one of earth, and finally, Jupiter. Basically, the spacecraft left earth and spiraled around the sun flying further and further out into the solar system. Each time it flew by a planet, those fly bys or fly pasts. The aircraft gained speed using the gravity of the planet to pull it faster. It's kinda like this. If you're on skates and you grab a car bumper as it drives by and then the car turns a corner, you keep going straight flying faster down the road. That's a simplistic way to look at a gravitational assist. (02:51) It's basically the same thing though. But the point is this. The Cassini spacecraft had a very specific flight path. It used gravity of each planet to gain momentum and finally reach Saturn. If any of these steps were skipped or the aircraft missed those momentum bumps of the planets, it wouldn't have got to Saturn. We have to do the same thing. We have to create momentum through certain actions or smaller products to get people to reach our final product or final destination. This is nothing new. In the marketing world, we call this a value ladder. The most common example that I can think of is your dentist. Have you seen those specials for a free cleaning, or maybe a free x-ray? That's the start of the value ladder. They get people in, and once they have you in the chair, they offer you something else. Maybe it's discount teeth whitening. Then they might schedule your next cleaning to bring you back. If they keep going, you might find out you need fillings, root canals, implants. They might lose money on that first part, but make a lot of money in the end. You're not immediately going to jump into spending thousands of dollars with a dentist you don't know. No, you work up to it. They get you in, they develop a relationship with you through those steps, through that value ladder of smaller products that aren't that big a deal that you can pull out your wallet and spend 50 bucks, spend $100. Once they've developed that relationship, then they can offer the bigger products of thousands of dollars. (04:26) It's the same with our product, or our two products really, because the opportunity is a product too. Nobody's going to click on an ad to join your team. They want to get to know you first and see what you have to offer. If you can't progress them through an offer, they won't join you. So how do we make our flight plan? How do we make an offer that leads to customers or team members and as part of that flight plan, how do we make our final destination more attractive, or how do we add more value to it? The Cassini not only reached Saturn, but it also had the probe to study Titan, it's moon. It was a bonus mission, or a way to make the overall mission more valuable. We have to remember our last two podcasts. Who are you? What do you have to offer? What little extras can you add to the equation? Can you offer some type of expertise in the area of your sale? If it's weight loss, can you make a workout plan or a diet plan? If it's the opportunity, can you offer trainings to help your prospect even if they don't take you up on the final offer? (05:29) Also from our last episode, who are you helping? What can you do to help the person that wants the product? Another way to think of it is what other problems do you create that you can also solve? For example, if your final product is your MLM opportunity, you create a new problem for the person that takes it. That new recruit needs to find people. They need leads. So, if you can offer an automated way to get leads, that makes your potential new much more comfortable in joining you. (06:00) I don't know if this really fits here, but I wanted to tell you about the total opposite of what I'm talking about. It's always bugged me, but now that I have a podcast, I can get into a little rant. So, if it's okay, can I get something off my chest? Hopefully, you said yes, or you're hitting the 30 second skip right now. Okay. There was this VP of sales that we had a while back, and he was kind of bigger than life. He really did make you want to work harder and everybody just tended to soak it up. Well, he had this idea one day to help us sign up our two people that we needed to get going. It was really simple. In fact, probably the most straightforward and simple pitch that I've ever heard. Ready? Here it goes. Okay. First you had to think of a person you would call if you got that flat on the highway at 2:00 AM, or think of that person that just you really, really want to work with and call them. Then they get on the phone and you say, get out your credit card. (06:59) Of course, you were supposed to say it with lots of energy and excitement. The problem was that it actually worked for a few people in the company. They signed up people in 15 minutes. Oh, I mean it was so annoying to hear that. Number one, I didn't know anybody that would just pull out a credit card and charge $500 without knowing what it was for. And number two, I didn't want someone that would blindly spend $500 if they don't care to spend the money, they won't care to build a team. Sorry. That always bugged me. Glad I could get it off my chest. (07:32) But hopefully you get the difference. There's no special words to sign somebody up right away. You need to provide value in lots of it. You can charge for it. Sure. But you need more than what your MLM is offering. You need a unique offer for a specific person. You need a way to warm up a prospect and give them a way out if they don't want to take it. In the next episode we'll start automating all this, and we'll also start talking about how to build that offer and what it actually means. We'll take our foundation from the last three episodes and start building. We start building rockets. With our ground control in place, the rocket can take us where we want to go. If you followed along, and have done the hard work, you are now ready. I'm gonna start laying out the flow of funnels that I use and hopefully have some fun explaining them. If you have enjoyed this podcast so far, hopefully we're just getting started, but could you please leave a review? Go ahead and drop our view. If you want to see what I have planned, maybe jump on the mailing list for any of the new happenings. Head over to www.rocketsciencemlm.com. Send me an email if you have any questions, and I'll answer questions later on in a future podcast, or maybe I'll bring you on if you're doing some cool things with the stuff we're learning together. All right, well that's about it for now. See you later.