Archive for February, 2013

The Cold-Market Academy is Back!

There are only two things you can rely on in Network Marketing: Yourself and the Law of Averages.

This has come home to me with a vengeance this week. You may have noticed – indeed some people have commented:  I appeared to have abandoned my prize draw in the street – the system I used to advocate in The Cold-Market Academy.

The fact is that I had become captivated by the idea of getting referrals – a new distributor has popped up in our network and he’s an expert in the art of asking for referrals – and, of course, if you get ten referrals from every customer, you will never need to stand in the street with a Prize Draw form again, will you?

Well, that was the theory – and in theory it was great. But like all theories, it can suffer in practice. For one thing, I found that some people found my new technique “pushy”.  Now this may just be me and the way I did it but the fact is they rang up a few days later and cancelled – worse still they cancelled their referrals. Even if they didn’t cancel, I had to rely on them to ring the referrals and get permission for me to call – and of course some of them didn’t.

It all came to a head on Tuesday when I called to see a referral from November who had finally agreed to meet me – and it turned out that he had gone to Bangkok instead!

He had been a sure thing. I was counting on him. I needed him to meet my target for the month – and there were only two days of the month left (isn’t February short – especially if you take a week off to go skiing with a bunch of fellow distributors).

What was I to do? I fell back on the only two things I know I can rely on: Myself and the Law of Averages. And so yesterday and today I was out with my Prize Draw forms at the corner of the car park – and to my great relief I found that it still works.  You can see the statistics below. But what I found really interesting was the effect of my urgency on the Law of Averages: I needed one more customer by the end of the month. As if responding to that need, in the first six minutes I got two appointments. It was if the Law of Averages was trying to win me back. On top of this, one of the callbacks has already turned into another appointment.

Quite honestly I think that this is the only thing that works all the time. You can build a list of all the people you know but maybe they’ll refuse to join just because they do know you – in which case they also know that you’re brand new to it. You can get ten referrals from every customer – but you don’t get that unless you have a customer to start with.

I believe in the Cold Market because there are no variables – no anomalies. You ask a certain number of people to look at your business and a certain percentage of them will. There is nothing anybody can do to alter that – which means that you have something you can rely on.

And that’s all anybody needs to succeed in Multi-Level Marketing.

If you’re a distributor with my company, check the Cold Market Academy tab over the next week. I think it’s time to open it up again.

If you’re with another MLM business, you can always buy the book…


Venue Woodbridge Time Minutes Number  approached Appointment Callback
26.02.13 1121 – 1123 2 5 Yes
1123 – 1125 2 1 Yes
1125 – 1152 27 29
1152 – 1156 4 2
1156 – 1200 4 6 Yes
 Total 39 43 2 1
 27.02.13 1228 -1233 5 1 Yes
1233 – 1240 7 5 Yes
1240 – 1246 6 6 Yes
1246 – 1252 6 2 Yes
1252 – 1258 6 18
 Total 30 30 I 3


It’s time to write about Bob.

Bob was my room-mate on the company skiing holiday and he became something of a celebrity.

For a start there was his name: “Bob”.  There can be no doubt that Bob is a funny name: Think of Rowan Atkinson saying “Bob”. Think of Bob the Builder: Can you imagine a children’s book about Quentin the Builder or Alexander the Builder? Bob is just one of those names that make you smile.

When I booked the holiday they gave me the option of paying a single-room supplement but suggested it was quite likely that the hotel wouldn’t be full so I would get a room to myself anyway.

I didn’t. Instead I got Bob.

I suppose they put us together because they thought we were both old men. I am not an old man. I just have a face that is falling off and no hair. It seems that Bob was was thinking along the same lines: Every morning before he set off for the slopes he spent ten minutes strapping himself together with Velcro in case bits of him should fall off with the exertion. At night he manhandled a disgusting contraption into his mouth to stop himself snoring.

It worked a treat except on the Monday night when either he forgot it or it fell out and I spent the night wondering about the protocol of thumping somebody I hadn’t been properly introduced to but who happened to be obliviously asleep a mere 18 inches away while making the window frames rattle.

It was this business of not being properly introduced that was the problem. Because he was in my bedroom (I did consider it my bedroom), I kind of assumed that he was a distributor with the same Network Marketing company – after all, who else could he be? The only other people in the hotel were a party of very serious and athletic types from the Ski Club of Great Britain who set off for the mountain top before the rest of us were properly awake and certainly didn’t need any holding together with Velcro.

In fact it was two days before I embarked on a conversation which clearly left him mystified so that suddenly I looked hard into his face and demanded: “You are a distributor aren’t you?”

“A what?” he said.

Now this would have been the perfect moment to explain what we do – to give him a brief overview of Multi-Level Marketing, show him how it could pay for as many ski holidays as he could manage…

There were two reasons why I didn’t take the opportunity. One was that I was in my underwear – admittedly this was very stylish black Peter Storm Merino wool base layer skiing underwear – but underwear all the same and not designed for business presentations. Second, for the past three days I had been reading a book about prospecting which purported to teach me to bring up the subject of my opportunity in a subtle, natural way which, of course, meant I didn’t bring it up at all.

It was later that day that I became acquainted with the following facts: Bob was in the same ski group as one of my MLM colleagues. She lived within three miles of him. He would very much benefit from the services we offer. He promised to call her as soon as he got home.

So I suppose there are two lessons to learn from this:

1. If in doubt blurt it out.

2. Always pay the single-room supplement.

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.