Archive for January, 2012

No Show and the Emergency Call

I am writing this sitting in the passenger seat of my Mini outside the house of a couple who – for the second time – are somewhere else .

Personally, I don’t have anywhere else to be and dinner is being saved for me (I hope). So writing the blog may be good therapy.

The reason I’m here, of course, is because my company’s share option promotion demands two customers a month and there was a time around the middle of the month when I wasn’t certain I was going to do it. Result: I went berserk with appointment-making and ended up with a whole batch in the evening which normally, I would rather avoid.

In the event I ended up with six surplus customers (they’re like buses – never one around when you want one and then half a dozen come along all at once).

So one way and another I really don’t need to be here. But look on the bright side: I’ve cleared all my urgent calls and given a couple of distributors emergency advice on how to get their last two by midnight tomorrow to keep them in the promotion.

If you need emergency advice, by the way, this is it. It worked for me when I needed one more for the holiday promotion and I’m sure it will work for this:

Ring up a friend who said “No” and say: “Can you do me an enormous favour? Well you know my part-time business and how you didn’t want to join? That’s fine – I quite understand but I’m in a bit of a pickle. The company is issuing share options and I reckon they’ll be worth £350,000 in ten years’ time which is just when the children will be going to University and I’d rather been counting on it.

“But I need one more person to join by midnight tonight or I lose the lot – I don’t get a penny – and I’d really couldn’t bear that. Would you do me an enormous favour and just try it out. If you want to cancel later-  I promise I won’t be offended but would you just be the one that makes the difference between me staying in the promotion and getting kicked off?”

If they say “No”, don’t spend any more time on them. Just thank them for their time, end the call and try someone else. You may well find they call you back!

If they say “Yes” then clearly they can see the benefits of £350,000 in ten years’ time – in which case maybe it’s time for them to become a distributor!

I know it’s begging but here’s the big question: “What are you prepared to do in order to ensure your success?”

The answer should be “Anything legal and ethical” – and I reckon this scrapes in by the skin of its teeth!

Date Time Location Minutes Number of people asked Appointment? Callback agreed?
30.01.12 1038 – 1047 Woodbridge Car Park 4 5 No email
1242 – 1244 1 1 (6) No
  1242 –        1245 3 (7) 3 (9) No
1245 – 1250 5 (12) 4 (13) No
1250 – 1255 5 (17) 5 (18) No Yes
1255 – 1301 6 (23) 7 (25) Yes r
1301 -1306 6 (29) 6 (31) No
Total 1301 – 1306 29 31 1 1

On trial

Some places are better than others.

This was one of the others.

Or maybe it was the time: Thursday lunchtime – are there times when the unemployed go out en-masse to eat fast food in the street?

I put on a brave face but didn’t feel that confident as I ventured out with two Cold-Market Academy students for their first taste of doing it for real.

There was a biting wind. I was the only one with a coat and hat (I’ve done this before).

But it worked. Within half an hour Rikesh got an appointment – you see his reaction on the new video (click the Cold Market Academy tab).

So I now feel comfortable that it’s not just me. It can work for anyone anywhere. Margaret, in the other video was enthusing about it at our monthly meeting the other night and saying she is expecting to sign up a firm of solicitors.

We’re shooting the video on Friday and the tickets are going fast. I think it’s going to be good.


Date Time How Minutes Number of people asked Appointment? Callback agreed?
27.01.12 1524 – 1527 Ipswich outside Buttermarket 8 25 No
1335 -1340 5 (13) 20 (48) No
 1514 – 1517 Woodbridge Car Park 3 (16) 2 (50) No Yes
1517 – 1522 5 (21) 5 (55) No Yes
1522 – 1532 10 (31) 3 (58) Yes
Total 31 mins 58 1 2




The little old lady manoeuvred gingerly into the last parking space at the Medical Centre car park and pulled on the handbrake.

Exactly what her husband said next is not recorded but witnesses state that he was not happy with her parking. He ordered her out of the car and took over.

Then he started the car again and drove into her.

After that he drove round the car park at high speed and ran into no fewer than 12 other cars.

My wife’s among them.

So today was interrupted. I got the call while I was signing up a new customer (the second today, no less!). I pressed the red button – if it was important she would ring back.

She rang back. Also she sent a text. It read: “Car bashed in”.

Actually it’s not the car I mind, it’s the time. It meant I had to spend two whole hours on the phone first to the insurance company, then to the legal protection company, then to the company who would be providing the courtesy car and finally to the repair shop who were going to collect and fix Tamsin’s car.

What I should have been doing was my half-hour of prize draw  – I didn’t do any at all yesterday. Instead I sat listening to call centre staff reading scripts – many of them the same scripts…

If I have been asked for my date of birth once today, I have been…. oh never mind.

Actuallu it wasn’t the repetition I minded – nor the way the people on the phone ignored all the full stops and commas or, indeed, anything that interrupted the endless  flow of terms and conditions. No, it was the time I lost that I minded. At my age time is a priceless commodity.

And then I had what they call an “Aha moment”. Waiting until the end and resisting the temptation to try and get a word in edgeways, I allowed as much of a pause as I dared and then said: “Well, thank you for making that so painless – it can’t be easy reading all that… actually I’m always on the lookout for good communicators. Tell me, are you in the market for more time, more money, or possibly both?”

And now I have another three people looking at the website – at least I know they can read a script.

And why only three?

I missed the first one – must have been distracted by a bent car.

Marathon – part two

A few days ago (January 17th) I wrote about the Marathon we’re all engaged in with my company. It struck a chord with so many distributors.

Today is the 24th. There is just a week left to the end of the month and any distributor who fails to get two average customers will be out of the promotion forever – and that means losing the golden prize of potentially £350,000 in ten years’ time.

This is one occasion when, in the words of Mission Control: “Failure is not an option.”

And so, as I said last week, the only thing to do is push, push, push.

And sure enough yesterday I went to see two customers. They didn’t know how important they were. They couldn’t see that I was sweating inside. They gave me tea, they both had little dogs that jumped and sniffed. I smiled and patted. I spread my hands and said: “I’m not here to sell you anything. I’m just here to show you who we are and what we have and if you’d like to join us, I’ll help you. But if you don’t…”

If you don’t… what will I do? Sit here until you sign? Hold the dog to ransom?

In fact, as the time wore on and the second cup of tea came and went, I began to realise that it didn’t matter what they decided to do. Because, you see, on the way there I had passed by the car park and got myself another two appointments (see below). And if they didn’t join, I could always go out tomorrow and get another two – and if they proved equally difficult, then another two…

Because the essential truth is that if you push and push and push, you will always break through. The difference is that you can’t push other people – you can’t push them to join or make a decision there and then. You can’t even push them to  give you an appointment in the first place. You just push yourself – to keep on asking.

Because if you keep on asking eventually someone, somewhere, will say yes.

And I have the strangest feeling that deep down the two people I went to see yesterday knew that. So guess what they did?

They said: “Yes.”

Now the total for the month is four – with five appointments still to go!


Date Time How Minutes Number of people asked Appointment? Callback agreed?
23.01.12 1524 – 1527 Prize Draw. Woodbridge Car Park 3 5 No Yes
1527 – 1531 4 (7) 8 (13) No
1531 – 1535 4 (11) 4 (17) No
1535 – 1547 12 (23) 21 (38) Yes
1547 -1554 7 (30) 9 (47) Yes
Total 30 mins 47 2 1

Taking Shelter

It didn’t look like rain. If it had looked like rain, I would never have set off on a Saturday morning for an hour of Prize Draw down by the car park. If it’s raining no-one wants to stop and talk.

But by the time the sky went black, I was already there – and when the first spots of rain soaked into my entry form, I knew there was nothing for it but to seek shelter along with everyone else under the little alcove outside the shoe repair shop.

And that was how I learned to love the rain.

There was a man standing next to me. He looked out at the weather. He stayed put.

He was a young man – all men are young when you’re my age – and I find that young men are always in a hurry. Moreover he was wearing a suit and that meant that not only would he be in a hurry but he would be much too important to enter a free Prize Draw.

But he wasn’t going anywhere and I wasn’t going anywhere either and so I asked him.

He looked at me. He looked at me as a businessman in the prime of life might look at someone who is less important and on top of that, rather old and past it.

I just smiled. You can do that if you’ve been there and done it – and you know a secret that the other person has yet to discover.

He stopped and he thought for a second – and something made him loosen up and step out of character. Fighting against his better judgement, he said “Yes,”  he would like to enter my Prize Draw – and then we got talking and as it happens, he would be interested in “additional part-time earnings” as well.

So him I’m going to see on Friday afternoon.

Don’t ask me why this happens. All I know is that sometimes it does – as long as you talk to everyone…

Date Time How Minutes Number of people asked Appointment? Callback agreed?
21.01.12 1503 – 1515 Prize Draw. Woodbridge Car Park 7 1 Yes  Cancelled
1149 – 1159 10 (17) 10 Yes
1159 – 1202 3 (20) 10 Yes
1202 – 1218 10 (30) 31 Yes
1218 – 1226 18 (49) 10 (34) No Yes
1226 – 1242 16 (1HR:05) 33 (67) No
Total 1hr: 05mins 30 3 2


Fourth time lucky

The dignified gentleman with the snow-white hair stopped in his tracks and fixed me with bright blue eyes devoid of any trace of humour.

Then he said: “You’ve asked me that three times already.”

I had known this was coming. If you have a favourite spot for your prize draw, it is inevitable that you’re going to ask the same people again and again – after all shoppers are creatures of habit, just like network marketers… and if the two adopt the same habit, it is inevitable that their paths will cross again and again.

It was my turn to say something. I said what I say to everyone… and what, presumably, I had said to him three times already. I asked him if he wanted to enter my prize draw.

I said it in exactly the same way I say it to everyone. I couldn’t help it. I was on autopilot.

And what do you think he said? he said: “Oh, all right then. What’s it all about?”

And now I have an appointment for 10.00 O’clock on Monday morning…

Date Time How Minutes Number of people asked Appointment? Callback agreed?
19.01.12 1503 – 1515 Prize Draw. Woodbridge Car Park 12 20 No
1504 – 1508 7 10 No
1508 -1515 7 (12) 8 (18) Yes (signed 23.01.12)
1515 – 1525 10 (22) 16 (24) Yes
1525 – 1533 8 (30) 10 (34) No
Total 30 34 2 0






Marathon worries

This is getting serious. It’s getting worrying. I have to gather two average quality customers this month – and when I say I have to, that’s exactly what I mean. The prize is too big – the consequences of failure unimaginable.

This is the very first month of my company’s share option promotion. It will last for three years and five months. It’s a Marathon.

And like a Marathon nobody is expected to set off at a sprint. All we have to do is gather those two customers every month. I can do that! I did 16 in one month – when I was brand new and didn’t know that I was doing. Two is nothing. Two is sleep-walking…

So why, on the 17th day of the first month do I have only one?

Followers of this blog will know the answer to that – the shambles was described on January 8th under the hopeful heading “Look on the Bright Side”. If I hadn’t mucked that up I would have four by now.

But one thing I do know about this business is that if you just push and push and push, you will get there and so I have been piling the appointments into the diary. Today I had four.

What happened: One no-show and three cancellations…

To put it in a positive context, this meant I had some spare time today. So, as you can see below I went out and got some more appointments – three more.

Unfortunately I then got home to find that one of them was for the afternoon I had promised my wife I would be home so she can take our eldest to his drama class…

There are 15 days left. I have six appointments still to come. It’s not enough…

16.01.12 1306 – 1321 Buttermarket, Ipswich 14 54 No Yes
1321 – 1337 6 (20) 5 (59) Yes
1337 – 1347 10 (30) 35(94) Yes
1447 – 1455 Woodbridge Car Park 8 (38) 20 (114) No Yes
1455 – 1510 15 (53) 29 (143) Yes
1510 – 1514 4 (57) 3 (146) No  











Job vs. Business

(For the Cold-Market Academy, please click the tab above)


The voice on the phone was wary: “Do I have to pay money up front?”

You can see where he was coming from: Never pay money up front… If they want you to pay up front it must be a scam… Why should I have to pay to do a job?

And once you’ve been in Network Marketing for a while, you will know that this question goes with the territory.

So what to do about it?

Well, you can delay answering it while asking the prospect about themselves and why they’re looking for an opportunity…

You can say: “Shall I tell you how the money works?” This sounds encouraging – just as long as they don’t switch off as soon as you tell them about the registration fee.”

But mostly I find that nothing works because the prospect has already decided they’re not buying anything.

So how would it be if they suddenly changed their mind and saw “money up front” as something positive?

Here’s what I say:

“Are you looking for a job or are you looking for a business?

“I’m sure you’re aware of the difference but I like to explain it like this: With a job it’s the boss who decides whether you can have the job in the first place – and the boss who decides how much work you have to do – and they will always pay you less than you’re worth because if they don’t do that, they’ll never make a profit out of you.

“With a business it’s different: With a business you invest in yourself – that is to say that you pay out money up front and then you  decide how much work you’re going to do – and you will always get paid exactly what you’re worth … which may be more or it may be less than you imagined.

“So, of those two ways of making a living, which do you think would suit you best?”

Of course you will still get some who say: “A job.”

In which case, congratulations! You have just saved yourself a tub of heartache trying to turn a duck into an eagle. Just say: “That’s great. Now all we need to do is make sure that you get the very best value out of the wage your boss is going to  pay you. Here’s how we do that…”

Never give up

(For the Cold-Market Academy, click the tab above)


Take a look at the stats below. This proves that in Network Marketing, if you put in the time, you get the results.

On average I get one appointment for every half hour doing the Prize Draw. As you can see, after 26 minutes, I didn’t have one.

What it doesn’t show is that after 29 minutes, I still didn’t  have one. In the end it turned up in the final 30 seconds!

Date Time How Minutes (day’s total) Number of people asked Appointment? Callback agreed?
12.01.12 1446 – 1450 Prize Draw. Woodbridge Car Park 4 5 Mo
1450 – 1459 9 (13) 11 (16) No
1459 – 1502 3 (16) 1 (17) No Yes (then no)
1502 – 1507 5 ( 21) 6 (23) No
1507 -1512 5 (26) 7 (30) No
1512 – 1520 8 (34)Total 34 1 (31)Total 26 YesTotal 1 Total 1



You don’t have to be smart…

You don’t have to be smart to be a Network Marketer. This time I turned up for Wednesday’s two O’clock appointment to find my prospects in the hall with their coats on and the dogs scampering in preparation for their walk. The appointment was for four O’clock! Now it’s scheduled for Friday afternoon, awkwardly close to the Pantomime in the evening

Still, it did mean I had an unexpected hour to made up for not having done any Prize Draw at all  this week (Monday working with new distributors, Tuesday the Boat Show). Stats below.

Date Time How Minutes (day’s total) Number of people asked Appointment? Callback agreed?
11.01.12 1415 – 1419 Prize Draw. Woodbridge Car Park 9 9 Yes signed 23.01.12
1419 – 1433 14 (23) 1 No Yes
1433 =- 1444 11 (34) 15 Yes
1444 – 1455 14 (48) 28 Yes (Cancelled)
1458 – 1509 11 (1:09) 23 Yes (then No)
1509 – 1512 3 (1:12) 3 Yes
1512 – 1515 3 (1:15) 1 Yes
1515 – 1519 4 (1:19) 1 No
1519 -1534 15 (Total 1:34) 10 (Total 91) No (Total 4) Yes (but then No) Total 2
What’s it all about?

This is the diary of a successful Multi-Level Marketer making money from home and fitting a part-time business into a busy life.
Over the years it has developed but the objective remains the same: To demonstrate how anyone can build a successful network marketing business in "the nooks and crannies of the day".
Eventually this spawned a training programme which I called The Cold Market Academy. This began as a seminar available only to MLM-ers working with my company. Then it went online as an e-learning course.
Now it is a book available through Amazon: MLM, Network Marketing and the Secret of the Free Prize Draw (you can see more about this on the "MLM Prize Draw" tab above.)
But at the heart of the Network Marketing Blog is the answer to the two most common questions people ask when they look at this business - and the two biggest challenges they face when they start:
1. I'm not a salesperson.
2. I don't have the time.
These are genuine concerns and all too often they get brushed aside: "Don't worry about that. We'll show you how..."
This blog is designed to show how it works in reality and in real time - how anyone, no matter how busy, can work their business consistently in small fragments of time. Because that's all you need; just a few seconds to find out if someone's interested.
And please bear in mind the entries here are only a tiny snapshot of the daily activity. Most of what goes on would make very dull reading indeed: Making calls from the list ... adding names to the list...making calls from the list...
As for being a salesperson: Have a look and decide for yourself.
Is it sales?
Let's say you call on a friend unexpectedly and find them up to their ankles in water and battling with a burst pipe.
Imagine it: There they are, soaked to the skin, trying to wrap a towel round the leak while they shout: "I rang the plumber but all I get is the Ansaphone..."
Honestly now, would you ignore their plight or would you volunteer the number of your own plumber.
Would you do what you could to help them or would you consider that going into "sales" on behalf of the plumber would be beneath you?
And what would your friend say when they realised you had deliberately chosen to leave them struggling to stem the flow and all because you felt embarrassed about "selling" something.
Network marketing is all about spreading good news and it's all about helping people.

If you're thinking of getting into Network Marketing - or already in it but not making enough money - contact me at

About Me

John Passmore,
United Kingdom.

For 25 years I was a newspaper reporter - ending up as Chief Correspondent for the London Evening Standard. Then I gave it all up and, with my wife, set out to live the simple life on a small boat while writing a column for the Daily Telegraph. Five years and two children later we moved ashore - and five years and another two children after that I ran out of money. Nobody wanted to give me a job and I couldn't afford to start a conventional business. Then at a craft fair in our local community hall, somebody showed me network marketing. It was described as a home-based business that would provide anyone with a second income if they were prepared to work for it. I was sceptical. There were claims of high earnings and something called a "residual income". But what if it did work? And besides what alternative did I have? So I threw myself into it wholeheartedly (which is the only way to succeed at anything). I'm not saying it was easy or there were never moments of doubt but if you're prepared to learn and determined never to give up, then there is a statistical certainty that you will make money. I started in April 2005. I was broke and embarrassed. Today I have no money worries whatsoever.