What's the Best Way to Reveal that it's Multi-Level Marketing?

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Adapted from a Tim Sales Newsletter.
Used by permission.

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This Subscriber's Question was submitted by Nila.  She used the link on the Brilliant Exchange home page that says, "What's The Single Biggest Problem You're Having In Your Business?"  If you'd like to ask a question, that's a good place to do it.

Hi Tim, I have a few questions:

1. When do you direct a prospect to Brilliant Compensation Demo Site?  For instance, you've noted a time for us when you directed a doctor to your free demo site, so she never heard the full version.  Why?
2. So … why does someone need to purchase the website?
3. When do you show the complete Brilliant Compensation DVD, or direct the prospect to the purchased website, to watch the full Brilliant Compensation?
4. When do you suggest that the prospect watch the first 20 minutes of Brilliant Compensation (after Dr. King stops talking)?
5. You mentioned the longer version does better than the shorter CD versions; so, under what circumstances does someone use the CD version?
6. When do you direct a prospect to What the Wealthy Buy … vs Brilliant Compensation?

Blessings, Nila

Descriptions of the products mentioned in the questions

Great questions, Nila.  I had a similar question come up at the end of a conference call, but it didn't get recorded; so, I'll answer it here.  Let me start with a few descriptions of each of these products.  This is not a promotion; it's a short description, because some people who receive this newsletter may not know what these products are.

The Brilliant Compensation DVD: This is the video that started it all.  It's hype-free, and done with real people (Professor Charles King and me), instead of the animation that is used on the Brilliant Compensation online movie.  It's 86 minutes in length.  It explains what network marketing is, and what it isn't.  It handles the primary objections and myths about the network marketing industry, and leaves your prospect eager to hear about your specific company.

The length of the DVD is only a problem to people already in network marketing; they're used to seeing 4-minute promotion videos designed to pique someone's interest.  The problem is: those videos expose — or imply — network marketing, but don't explain it and handle the objections.  Brilliant Compensation is different.  It was designed for a prospect who is interested.  Read that sentence again.

Every time I personally did a one-on-one with an interested prospect, it took me 60-90 minutes to handle all their questions/objections.  Prospects who are not interested can kick the DVD out in 4 minutes, 20 minutes or 85 minutes.  I don't care.  But, for the person who really wants to know the truth about the industry, they will watch it.  After all, people spend $22.6 billion a year watching 120-140 minute movies that don't show them how to earn money.

Brilliant Compensation CD audio: The audio is a CD-ROM version of Brilliant Compensation Online.  The same basic presentation, with a few subtle differences.

Brilliant Compensation Online movie: This 27 minute online movie was created because of the demand for use on the internet.  World-wide, most people on the Internet are using a slow connection (dial-up); therefore, I created the movie using animation.  Animation is a much smaller file size to send over the Internet, and downloads faster.  I also created it in animation for the simplicity of adapting it to different languages.  You (or anyone in network marketing) can use this online movie through a monthly subscription.

Brilliant Compensation Demo site (for online movies): The demo site is set up for potential subscribers who are already in network marketing, so they (not prospects) can get an idea of what is in the online movies.  They are not the full version, so you only see half of the movie.

What the Wealthy Buy On Payday (online movie): This is an online movie that explains how people get wealthy — and how people get poor.  It does not mention network marketing, but sets a person up to understand how a network marketing business fits into creating wealth.  The transition from a prospect watching this movie to then watching Brilliant Compensation is really smooth.  When you subscribe to the Brilliant Compensation online movie, you get the What the Wealthy Buy movie included.

Answering the questions on when to use these resources

Okay.  So, now that you know what Nila is referring to in her questions, here are the answers:

Question 1: When do you direct a prospect to the Brilliant Compensation Demo Site?  For instance, you directed a doctor to your free demo site, so she never heard the full version.  Why?

Answer: I never send someone to the "demo site".  That would be very unprofessional.  It has ugly, large yellow letters that say, "For demonstration purposes only" on it.  I think what you're referring to (with the doctor) is that, on the live calls in Professional Inviter, you heard me send the doctor to www.explorefreedom.com/trump.  Then, when you went to that site, you saw that it links to the shortened demo movie, instead of the full version.

Let me explain that.  When you subscribe to the Brilliant Compensation online movie, you get a website for free.  It's located at www.Explorefreedom.com/your_name.  I personally chose the name "trump", and used my ExploreFreedom/Trump website, to show my prospects Brilliant Compensation online .  These are the prospects you heard me talking to on recorded calls in the Professional Inviter training CD series.

After I completed recording all of the live calls for Professional Inviter, I turned off the full movies on my ExploreFreedom/trump website and replaced them with the shortened demo movies.

Therefore, Nila, you went there thinking that you would see exactly what I sent the doctor to see.  However, I changed one small thing.  Instead of you watching the full Brilliant Compensation online movie, you see a demo instead.  Why did I do that?  Because, otherwise, everyone who listened to Professional Inviter would just use my personal account instead of their own.  That's why I switched.  I could have just shut down the whole www.explorefreedom.com/trump site, but I wanted everyone to see what I sent my prospects to see.  The doctor saw the full version of the movie, without the big yellow box on the website.

Question 2: So … why does someone need to purchase the website?

Answer: So, they can use the movies — legally.  The demo movies are set up only for people already in MLM, who are thinking about subscribing; but, first want to see an example, so they know what they're subscribing to.  Plus — and this is a big issue — in the demo, you don't see the whole movie; your prospect never sees the punch line!  Oh gosh, it would be so unprofessional to send a prospect to the online movie demo.

Question 3: When do you show the complete Brilliant Compensation DVD, or direct prospect to the purchased website to watch the full Brilliant Compensation?

Answer: The DVD is used on two occasions: 1) when I can sit down and watch it with them; or 2) when the prospect has had a bad experience in MLM.  I do this because the online version is in animation, and therefore, may be less "real" than the DVD, which is done with real people.  The DVD is also the longer version, so all the objections are handled.

Note: I answer the question about when to use the online movies on point #5.

Question 4: When do you suggest a prospect watch the first 20 minutes of Brilliant Compensation (after Dr. King stops talking?)

Answer: This is done in in-home meetings and at event business opportunity meetings (such as in a hotel meeting room).  You show the first section, up to the Professor King interview (about 20 minutes), then turn off the movie and explain your company's products and company.

Question 5: You mentioned the longer version does better than the shorter CD versions; so, under what circumstances does someone use the CD version?

Answer: The longer version does better than any other version (more on this below).  The CD audio version is used specifically when you have a prospect who never has the time to watch a movie.  Then, give him the audio to listen to while he's driving in his car.

The full-length DVD gets the greatest results … but, not the greatest return on investment.  Meaning: If I absolutely, positively have to get it right, the DVD is the way to go.  If I'm prospecting high numbers, it's not cost-effective for me to use the DVD with every prospect — it's too expensive.  You have the cost of the DVD, you have shipping costs and you have "time for prospect to receive it" costs (time expense).  The greatest return on investment is the online movies.  The movie is immediately delivered to the prospect; it costs peanuts (compared to any other prospecting tool) to have prospects watch, and it can be seen world-wide, in multiple languages.

Question 6: When do you direct a prospect to What the Wealthy Buy … vs Brilliant Compensation?

Answer: The online video, What the Wealthy Buy on Payday, is an introduction to owning a business.  I use it with any prospect who has never been in business for themselves — especially stay-at-home moms or blue collar workers.  It easily explains money and how it works.

I also use it to break the ice with someone.  Say I meet someone on an airplane and exchange cards.  I will then send them a "Great to meet you" email.  When they reply, I'll reply with, "Hey, check this out".  Then, I provide a link to the What the Wealthy Buy on Payday online movie.  If they respond positively, I'd reply with, "Here's another movie by the same guy", and send them the link to Brilliant Compensation.

Thank you Nila for your questions.  I wish you happiness and prosperity.

Tim Sales

PS: Note: Some people are unaware that the Professional Inviter set includes the Brilliant Compensation DVD and 1 month free usage of the online movies.  If I sponsored someone today, that would be how I would start them.

Start your new distributors (and yourself) right
with Professional Inviter.
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About the author:
Tim Sales helps network marketers gain the skills necessary to be successful in MLM.  His MLM training is based on his personal success of building a downline of 56,000 people.  Instantly access Tim's free MLM training and learn the steps to achieve MLM success at www.brilliantexchange.com/mlmtraining.