Archive for September, 2012

The Rain and the Laws of Nature

Absolutely the best thing about writing this blog is the feedback. Today there was this from a Network Marketer who juggles her business around her children:

“I put my hour of ‘door to door’ in the diary but as it was p’ing down with rain I stood outside the local Spar undercover instead and in an hour I got 4 appointments for the rest of this week.

“Roll on holiday promotion for 2013 :-)”

But then it rained on me too. I had been to see a couple who agreed that what I had to show them was impressive. They understood that they would save about £700 a year but they just didn’t want to change…

This was fine, of course: Some will, some won’t. What was not so fine was the fact that I was now going to have to do my 30 minutes of prize draw in the rain and with hardly anyone about – you may have noticed it has now been raining for more than 24 hours  and people have come to accept it – promising themselves they will go out when it stops (I think we are in for a long hibernation).

However a commitment is a commitment and I set myself to accept that this was going to be a slow day.

However there is something about doing that which gives nature a nudge – as if the world accepts it can’t play games with this guy, so it had better just deliver and get it over with.

The very first person stopped and entered the draw – OK, so she was already one of my group customers and I had to spend five minutes being polite and encouraging her to take a couple more services. But it was a good start.

Then the second person stopped and agreed that I should call her for an appointment. In fact, as you can see below, it turned out to be a remarkably good session all round and after 28 minutes, I had the results you see below. But I like to think it was the final two minutes which may turn out to be the most significant: By this time I was under cover outside the shoe repair shop and had just made an appointment for tomorrow with a young man sheltering with his girlfriend. By the time we had finalised that,  there were only two minutes left.

Now, it occurred to me to forget about the last two minutes. But no, the world was watching and the Laws of Nature had to be appeased. I set to work. One after another people walked past me. Some gave and excuse, some did not appear to notice I was there at all. The young man and his girlfriend watched, fascinated.

“The thing about doing this,” I said, just in case they were wondering, “is that you have to remember how much I get paid each time somebody ignores me.”

“Why, how much do you get paid?” they asked as if this was the third week of rehearsal and their only line in the whole play.

“£50,” I told them brightly.

Now, when I go and see him tomorrow we’re going to talk about how that works…



30 Minutes in Woodbridge

Approached  27

Two appointments

One Callback

Up on the roof

A very excited distributor has just contacted me on Linked In to tell me that he has thousands of business cards and it about to “hit the streets”.
Such was my overwhelming sense of horror that I feel compelled to climb up to the attic, out of the very useful hatch in the ceiling and stand on our deceptively flat roof and shout: “Oh no! Please don’t do that. You are going to be soooo disappointed… and think of all the litter in the streets…”
We all tried this a few years ago. It was called “50 a day” and I’ve written about it before but finding a particular subject in this blog is a bit like finding my son’s Maths book on his bedroom floor.
The “50 a day” must have been dreamed up by a printer: We all ordered 5,000 business cards and the theory was that given the vast numbers, we must get at least reasonable numbers of people calling us.
In fact we got tiny numbers of people calling us.
However this is what did happen: I found that I would give out a card, saying: “Here you are this is for you.”
… and the person on the receiving end would say: “What is it?”
Then I was able to tell them – my favourite explanation was: “It’s all all about money. Are you interested in money?”
Then we would start a conversation and they would agree to look at the website or I would give them a DVD. But when it came to me asking for their details, they would say: “No it’s OK. I’ve got your number…”
… which, of course they had – because it was on the wretched card. So I never was able to follow up… and as we know “The fortune’s in the follow-up.”
And that is what’s so great about the prize draw forms. You get people’s details before you tell them what you’ve got (see the Cold-Market Academy tab above to learn how to do it).
Even if they see the badge and ask: “What’s that all about?” I suggest the conversation should go something like this:
“It’s about money. Are you interest in money?”
– Yes.
“Saving it or making it?”
– Well, both…
“Well I can’t really go into it here but if you’re serious about money there’s a coffee shop over there….
… or alternatively: “OK, I’ll get you some information if you like. What’s your name…. and the best contact number for you…and your email address….
(always ask for the number before the email address. If you do it the other way round, they can refuse to give you the number, saying they’ll contact you if they’re interested. If you ask for the email address after the number and they refuse to give it, you can say: “Well that’s how I’m going to send you the information…”)
If they refuse to give you any details at all, just say: “I thought you said you were serious about money… well you’re going to have to trust me…”
And if they still won’t give you their details, say: “OK, don’t worry” and move on.
It’s the same on our initial training course when we get people to read the script to their family and friends and when someone on the other end asks what it’s all about, we say: “Well it would be much easier to explain it face to face. Which is best for your Tuesday or Thursday…”
If you get the really awkward person who absolutely insists on an explanation before they agree to a meeting, just say: “Never mind. I’ll see you around… ” and put down the phone.
In all of this you must stay in charge and you can only do that if you have the upper hand or in other words, something they want which you will give them once they’ve jumped through a hoop.
There, I feel much better now…

The wrong taps

Plumbers should not play rugby.  He had ended up at the bottom of a ruck and by Sunday he could hardly stand.

It was now Friday and his first day back at work. Not a very profitable day either: He brought the wrong taps (at least, I said they were the wrong taps) – but you could see the relief all over his face: He would not have to crawl into the cupboard under the sink.

So once he had replaced the timer for the immersion heater there was not much else to do except talk. “Is that what you do?” he asked, gesturing to the Mini parked next to his van. For anyone new to this blog, I should explain that my Mini is bright yellow and covered in pink pigs. If you are casting around for small talk, it tends to elbow its way into the conversation like like a toddler at a cake stall.

It turned out the plumber had done some work for one of my team – who also had a Mini parked outside. And yet he had no real idea of what we do. The team-member, it seemed, had been more interested in plumbing than inviting. So in we went, me and the plumber, for a cup of tea and while the kettle boiled, I sat him down in front of the laptop and played him the ten minute video.

Then I signed him up. It really wasn’t much more difficult than that.

Now the way I look at it, that one had walked in and climbed into  my pocket. I mean how much work did I have to do? So now I had to pay for it – in other words, I had to do the work which – normally  – I would have had to do to get a new distributor to sign up. So after the clarinet lesson, I headed into the centre of Ipswich for half an hour of Win-a-Mini. You can see the statistics below The problem with them was that the run of luck continued – one appointment and two callbacks out of 82  should be considered good in anybody’s book.

So where, I should like to know, was all this going to end.  It could have ended with the man who rang me in the late afternoon to offer me a conservatory. I explained that we already had a conservatory (which was not true but was probably the right answer). We also had new windows and doors and soffits (although I’m not quite sure what they are if they aren’t a new brand of confectionery).

It was not until he began to run out of home improvements that I was able to thank him for the professional way he had handled the call.

“In fact,” I mused, placing my forefinger on my lower lip (which was completely wasted on him since he was in IP23 and I’m in IP4) “I’m always looking for people who are good communicators. Tell me, if the money was good enough, would you be able to find an extra hour a day. five days a week?

You see, since our company announced some enhancements to the bonus payments at the weekend, I have worked out that an hour a day, five days a week should earn you £2,000 plus an ongoing month income which, after a year, would have grown to £250 a month.

Now that may not sound much, as I said to the man with the soffits. But do you know how much you would have to have in a bank deposit account paying 3% to get 250 a month?

The answer is £200,000. How many people do you know who are able to pay £100,000 into a deposit account in year?

So now he’s got my website address and I’ve got his phone number.

Tomorrow I will pay for it – but then again tomorrow I am going to walk the dog in Christchurch Park for 90 minutes while my eldest son goes to his drama group.

I can’t imagine I will be the only one there…

For some reason the new version of WordPress won’t convert a table from Word so in future I’m going to have to give you the statistics like this (which is actually much less time-consuming):
Prize Draw Ipswich 1507 – 1539: 32 minutes
People approached: 82
Forms completed: 4
Appointments: 2
Callbacks agreed: 1


We had our big convention at the weekend and I stood up and invited everyone to The Cold-Market Academy (see the tab above) so maybe it’s appropriate to tell you about Ashil.
Ashil joined our network marketing company in May and I went out with him to see his friends. None of them joined. Then he went to see more friends on his own. None of them joined either (so it wasn’t just me!)
Never mind. We still had the rest of the population of the United Kingdom – the Cold Market. So I showed Ash how to stand in the street with a prize draw form and talk to people he didn’t know – what I teach, in other words, on The Cold-Market Academy.
Two of them joined.
And then both of them cancelled.
Still Ash remained enthusiastic – so enthusiastic that anyone who passed within three feet of him got to hear about his new business – and that kind of enthusiasm rubs off, so three of them became distributors. Of course Ash couldn’t sign them up because he hadn’t yet got any customers so I had to do that for him.
Now obviously nobody in their right mind would complain about having someone like that in their team.
So why was it that I felt so aggrieved when I arrived in my favourite spot in Ipswich yesterday to find guess who asking all “my” prospects if they would like to enter a prize draw!
In fact he’d already made an appointment for four O’clock. Grumbling somewhat, I shuffled off to the next intersection.
The statistics you can see below – two appointments in the next 23 minutes.
But what I find fascinating is what happened in the final ten minutes: A young man walked towards me and midway through my “Here you are, you can win a car…” he said: “You don’t recognise me do you?”
Of course I didn’t recognise him. Anyone will tell you I never remember a face. My children complain I keep getting their names wrong. He told me his.
Now that I did remember. He’s on my email list. Periodically I send him good news and one day he will join.
But not this week. As he said: “Keep on sending me the emails. One day you might convince me it’s not a scam.”
We stood there talking for a good 20 minutes – which is why I’ve put him down as a “callback”.
What I told him in that 20 minutes was that he would never prove to his own satisfaction that it isn’t a scam – there will always be that little bit of doubt and while that remains, it would be best if he didn’t join.
And then I pointed to Ashil further up the street, dancing about inviting everyone who passed to enter his free prize draw.
“Now that man there,” I said, “has found all the evidence he would ever need that this is a scam. It’s just that he chose not to believe the evidence. What he’s doing right there is creating his own reality – a reality in which he has got hold of the best business in the world and it’s going to make his fortune.”
We agreed to differ and I packed up my forms. I’d done my half-an-hour. When I reached Ash he had another appointment for the evening.
By the end of the day both of this new friends had joined. Today someone else has called and said he’s changed his mind and wants to join after all.
Ash said: “I think it’s working at last.”
I said: “Of course it’s working. You didn’t give up.”
If you’re at the Ipswich Pizza Express tonight shake his hand. He’s a star.


Date Time Venue Minutes Asked Appointment Callback
17.09.12 1337 – 1348 Ipswich 11 34 1
1350 – 1400 10 (21) 41 (75) 1
1400 – 10 10 (31) 46 (121) 1
Totals 31 121 2 1

Kayak for sale

We nearly bought a double-decker bus on eBay. That is to say Tamsin nearly bought a double-decker bus on eBay. The logic went like this: It was painted with flowers as if it had just driven over from the Isle of Wight pop festival in 1968. It was furnished like a caravan. It would be perfect for holidays.

Now I hate to be a wet blanket but here were my niggling little questiions: How were we going to maintain a double-decker bus? Where were we going to  keep a double-decker bus? Who was going to pass a Public Service Vehicle  test to drive a double-decker bus?

As I say, just niggling little questions. In the end we didn’t buy it.

But we have bought another boat. I discovered this in the following fashion: “Oh by the way I bought a kayak. You need to go and pick it up.”

–  We’ve got a kayak.

“Ah, but this one’s inflatable.”

It was the double-decker bus all over again – only this time the deed was done.

Actually it turns out to be a very nice inflatable kayak and I’m sure it will be very useful when none of our other three boats is suitable – and best of all, it’s going to be free.

What do I mean by that? Haven’t we already paid £77 by Paypal?

What I mean is that, after packing it away in the Mini, I turned to the vendor and said: “By the way, whenever I collect anything my wife has bought on eBay, I always say the same thing to the people who are selling it. Would you like me to say it to you?

The vendor looked at my quizzically: “What do you say?”

– I say ‘Would you like to know what I do?’

“Why, what do you do?”

– I help people to save money and I help people to make money. Which would you prefer?

“Well, both…”

At this point his wife and children arrived back from a barbecue and so I had to say it all again.

And now I’m going back to see them on the 24th.

If they join, I shall probably make £40 and then another £5 a month after that.

In seven months the new kayak will be paid for.



Everyone makes mistakes…

This was supposed to have been written last week. It’s just as well it wasn’t – you will see why in a moment.

It was one of those really busy days – you know the kind: When you have to make a list…

  • Take number two son to Windsurfing lesson
  • Be home and in front of the computer for phone call (but walk dog first)
  • Take trailer tyre to be mended
  • Visit best customer for new order
  • Be home for Sainsbury’s delivery
  • Collect big car from garage
  • Buy bread for guests….

The question was: Did I have time to fit in half an hour of Prize Draw.

Stupid question, really. The whole ethos of this blog – of the Cold-Market Academy – is that everyone can always spare half an hour a day; even if it has to be broken up into five-minutes pieces.

And so, with the still-warm bread parked with the bike,  I slapped an entry form on the front of my planner and set to – supremely confident that this was going to be a good session.

Why was it going to be a good session? Because I had done the right thing: I had set my face against indolence and as we all know that virtue is its own reward.

And sure enough, as you will see below, during the next 30 minutes I spoke to 37 people and made two appointments and an agreement to call a third person another time.

In fact, if I had written about it at the time, I would have mused about how successful it was: How I had remembered to tell the first woman that I needed to call her husband to check that he was happy to see me – and made a note to call him at 4.30 p.m. (before she got home from work to ruin it with a garbled explanation of what I was about).

And then there was the other couple – we got on so well we had a long chat about their village and which of their neighbours I knew. And they were so interested in what I had to offer that they asked lots of questions. If I hadn’t been in a hurry, we would be there still…

And what was wrong with all this? I’ll tell you what was wrong with all this, because it all came home to roost over the next few days.

First of all, because I was in a hurry (see above) I did not ring the husband at 4.30 p.m. In fact he rang me the next day telling me – in that strange and stilted way a certain type of person adopts with tradespeople, that they “did not require my services”.

And this was where I made another mistake: I tried to tell him what I would have said if I had remembered to ring him – while all the while he talked over me, insisting he did “not require the said services…”

Disaster! If his had wife been thinking of being a distributor, she certainly won’t now – not if that’s what they have to do.

And then there was the nice man from the village. He left a message saying that they had looked at the website and did not think it was for them.

How did he know which website to look at? I had told him the name of the company!

And the daft thing is I know perfectly well what I should have said when they asked. I should have said: “Do you mind awfully if I keep all that for when I come to see you? Otherwise you’ll get me started! Much better to tell you everything all in one go when I see you…”


Date Time Venue Minutes Asked Appointment Callback
29.08.12 1242 – 1245 Woodbridge 3 1
1245 – 1252 7 (10) 3 (4) Yes
1252 -1301 9 (19) 5 (9) Yes
1301 – 1312 11 (30) 28(37) Yes
Totals 30 37 2 1


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.