Dale Reynolds Blog

It’s called net-WORK marketing for a reason, right?
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Well…maybe.
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When we emphasize the “work”, what we want people to recognize is that building a legitimate, legal business takes time and effort.  If you can “get rich quick” without doing any work, that scheme is probably illegal and definitely unethical.
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But, here is the problem with labelling our productive effort as “work.”  Most of us are building an MLM opportunity to escape from the traditional idea of “work.”  In fact, one of my friends and mentors happily describes himself as “proudly unemployable” because he could never go back to letting someone else tell him:
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• * When and where to show up for work
• * How long to stay
• * When to take breaks and how long they can be
• * What to wear
• * When and how long your vacations can be
• * How often to check your messages
• * How to answer your phone
• * What pictures or other decorations are allowed in your office
• * How long it should take to complete your projects

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I recently realized that my internal dialogue of calling my business-building efforts “work” was actually making me resent doing certain things at night and on weekends.  And that line of thinking was holding me back sometimes.
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I grew up with the notion that people worked 8-5 Monday-Friday and spent their evenings and weekends doing things with the family.  I chose a career in Information Technology, however, and soon found out that I was expected to be available any time something I was even remotely responsible for “broke”, as well as needing to make certain changes “after hours.”  I am a person who likes a planned schedule, and the “emergency” and even planned overtime work wore me down.  I actually had a negative reaction to the phone ringing since it was usually an unwanted interruption of my personal life!
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Actually, most of our productive efforts in MLM are FUN – or they should be!  Networking and making new friends, helping people with our products and opportunity, making money by making a positive contribution, growing into a better person – what could be better?
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So I am going to stop calling it “work” because, to me, it isn’t.  If it still feels like work to you, maybe you need to examine your approach!  It might not match your personality well.
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Mentoring For Free can help you understand your personality and approach your business so it can be fun for YOU!

There are some people who will tell you never to take “No” for an answer in MLM.  They say it just means “not right now.”
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Well, I believe they are WRONG.  I believe that you need to understand needs versus wants.  I learned this skill from Tom “Big Al” Schreiter, who knows a few things about MLM!
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You will probably encounter people every single day who, in your humble opinion, NEED your product or business opportunity.  But, do they WANT it?
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When someone complains about anything your product or business could help them with, you need to ask them:
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“Would you like to do something about it?”
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The next thing you need to know is, even if they do not say “No” directly they might say it in “secret code.”  You’ll hear all sorts of excuses, and that is NORMAL.  But, it is NOT an excuse to keep pushing them!  If you do, you are wasting your time and theirs.  The only right thing to do at this point, is ask if they know anyone else who might like to change their situation.
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The people who want to change their situation for the better will say YES.  These are the volunteers, and these are the people you want!  The people with excuses might join your business if you coerce them.  But they will disappear just as fast, and that’s not how to build a long-term recurring income.  You need people who STAY and you need to teach them to find more of the same.
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On Facebook, I have people ask me to call them so they can pitch me, send me messages about their opportunity, post their opportunity on my wall, or start a chat with me and ask me to look at their opportunity.  Every one of these people is wasting their time.  My profile makes it quite clear that I am not a prospect, so I make it easy for them to not waste their time.  And yet they ignore it!
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I offer people free training and mentoring through Mentoring For Free.  I believe most people in MLM NEED it, but I know they do not all WANT it.  And that’s fine!  I am not going to continue to pester someone who opts out of my Facebook group, or who opts out of receiving emails from me after getting the ebook.  I don’t post about it on people’s wall or send random messages or start chats with people who haven’t connected with me.
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I like to work SMART.  If you need help in MLM, I would love to be your mentor.  But if you don’t need or want help, it’s fine.  I only work with the volunteers.

Most people would LOVE to earn money from home, but are they willing to WORK at home?
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This question got a lively discussion started on my Facebook page this week.  The issues that came up were:
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• * People who want money without work
• * Lack of accountability to a boss
• * Lack of set working hours
• * Environment

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Unfortunately, some people get paid just to show up for work and this is what they expect.  These people come from a place of lack, or a poverty mindset.  They will never be successful in MLM unless they overcome that mindset.
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People who are accustomed to taking orders and being told exactly what to do all day long need to learn to be their own boss.  My solution for this is to have a daily schedule and list of tasks for the day.
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Some things you will do every day, like reading email, and earning credits on certain websites.  You might do some prospecting and some follow-up every day.  You might create an article, blog post or video every day.  Other activities might be once or twice per week, like sending out a group message on Facebook.  Still other tasks are done as needed, like calling new prospects as they come in.
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The idea is to have a list and a (somewhat flexible) schedule.  And make sure everything gets done!
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People who are accustomed to set working hours will need to learn to adjust.  Many people who are starting an MLM business still work outside the home to pay their bills until the business builds up.  This means you will often need to contact people in the evenings or on weekends.  Many business conference calls are also during those times.  8-5 Monday-Friday doesn’t apply in MLM!
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Finally, for most of us our home is a place to relax and be with our family while the office is where we work.  So to work at home successfully, you need to have an actual “office” even if it is a space carved out of another room.  You need a place that when you step into it, your are now “at work.”  And family and friends must be taught to respect this!  (Of course, forget trying to convince my cats like the one rubbing against my leg as I write this!)
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Working at home, whether in MLM or a traditional business, does require adjustments.  But the flexibility is so worthwhile!  Just don’t be too flexible! 

Do you know what the MLM 3-foot rule is?  Basically, they are teaching you that anyone you come within 3 feet of anywhere – the grocery store, the mall, a pizza place, a convenience store, a nice restaurant – is a prospect.
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Let me start out by saying, it does work for some people.  The trouble is, it doesn’t work for MOST people which means, it doesn’t duplicate.  Why?
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• * Most people aren’t comfortable approaching strangers
• * Most people need to hear something more than once before it appeals to them
• * Most people you meet this way are just not interested

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Most people are simply not comfortable approaching strangers about a business opportunity because of their personality type.  It will be nearly impossible for them to ever become comfortable enough to do it with the right posture to make it work.
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It is a well-known principle of sales that most people require multiple “exposures” to be sold.  So the only way someone you meet with the 3-foot rule will join you is, if you get their phone number or email address or they agree to meet with you or attend a meeting.  Most people will be skeptical at best of someone approaching them in the first place; why would they give out personal information or agree to meet with you?  If they agree to a meeting, will they show up or did they just agree to get you to leave them alone?
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The main reason it doesn’t work well, is these people are not targeted. In other words, they are not really good potential prospects for MLM because:
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• * They have no idea what residual income is, so,
• * They don’t know why they want it!
• * They have been programmed to think a 9-5 job is the honest way to make a living 

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The people you really want to talk to, the ones who won’t be a waste of time, are the people who already understand what a great industry MLM is and they WANT to participate, but, they are struggling and need help.  You can help them, build a relationship, and see where it goes.
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I have a system that can help you find those people and build that relationship.  Let me know if you are interested!

Why do we put off doing things?  There are two reasons:
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• 1.  We find the task distasteful
• 2.  We are afraid

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Let’s take an example.  I procrastinate when it comes to cleaning the house.  Am I really afraid of cleaning?  Of course not!  I simply don’t like it.
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Probably the thing MLMers procrastinate on the most is talking to people.  Yes, we would rather count paper clips or even clean the office than call people or go out looking for people to talk to.  We may think it is because we don’t like talking to people.  But it is really based on fear:  The fear of rejection, to be specific.
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Now, like many fears, this one is really quite silly when you bring it out into the light.  When you consider it objectively, what harm is actually done to you if someone says “No” to you?  You are no worse off than before you asked, except that it cost you some time.  The reason we fear rejection is because we take it personally, and we shouldn’t (unless you approach people disrespectfully!)  So here is how to overcome the fear of rejection by prospects:
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• * Do your best to only approach the right people
• * Make sure your approach is always respectful
• * Make your approach is very brief in person
• * Move on if it is apparent the person is not interested

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One way to ensure you approach the right people is by using effective advertising.  It can be worth the cost to run an effective ad, and have people come to you instead of you trying to figure out who might be interested.
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One BIG problem in MLM, however, is that people sell leads on the premise that the people who answered their ad are truly interested in a home-based business.  The truth is that the people just want to “work from home” but they want immediate, guaranteed, steady income.  They want no part of starting a business and working hard for no income until it takes off. Also, most of these leads are sold to multiple buyers, so you could end up being the twelfth person to call and receive quite a negative response.  Can you see how this builds a fear of rejection?
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So, be sure the method you use to target your prospects is really effective. This will save you time and rejection.
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There are different ways to approach people, online and offline, which are respectful.  The key is to have no attachment to the outcome, but simply be interested in finding out what your prospect wants.  People generally won’t be nasty unless you are trying to shove something at them without first finding out if they are even interested.
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Finally, be brief in your approach.  Tom “Big Al” Schreiter is a master at this!  Attend one of his workshops, or get some of his training CDs.  You can find more information at fortunenow.com, and sign up for his free newsletter on the left.
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We teach plenty of techniques for finding the right prospects online, and using respectful techniques to approach them, at Mentoring For Free as well.  In fact we make use of many of Tom’s ideas.
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Finally, be sure that if someone you approach has no interest at all, you move on.  Don’t waste everyone’s time (and get stronger rejection!) by being pushy.  This is how you earn a bad reputation and end up in the dreaded NFL club!

I recently put a video on YouTube about how much I despise receiving phone calls with a recorded voice talking instead of a live person.  I got a reply from someone who sells this service.  Naturally, he disagrees, but some of what he said is quite funny when you think about it.
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He says it works so well for politicians, they made special exceptions in the law for politicians (and some others) to be able to call anyone they want with these spammy recorded messages.  But how do they really know it works?  How do they know that it helped someone get elected?  Did they do a survey and ask people if they voted for the person because of that message?
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Even if it does help politicians get elected, what does that have to do with companies calling network marketers trying to sell them a lead generation system or a business opportunity?  Or calling any other business and trying to sell them something?  And by the way, I hang up on the politician’s recorded messages too! 
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He told me he uses a double opt-in system via email to make sure people want to be contacted.  What I wonder is, when they opt in do they know that contact will include automated phone calls, not just emails?  Because I feel there is a HUGE difference between sending unwanted emails, which people can read at their leisure, and interrupting someone with an unwanted phone call.
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He also told me that except in 4 states, if you have posted your phone number as a business contact number, it is not illegal to call the number.  He suggested maybe I should move to one of those states?  Very funny!  Here is the point:

• 1.  I post my number for people who want my help to contact me.  I do NOT post it to become a prospect for someone!
• 2.  Even if it is legal to call me from an automated system, that does NOT make it ethical or respectful.  The very fact that IT IS ILLEGAL IN 4 STATES should tell this man something!

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He also said my lack of knowledge in this area made me look “silly.”  In the first place, name calling makes people look VERY UNPROFESSIONAL.  At least he didn’t post it in a public comment.  The second thing is, I wasn’t claiming to be an expert on the subject.  I merely stated my opinion that this marketing method is disrespectful, and that everyone I have mentioned it to feels the same way.  That does not mean the method won’t work on anyone.  It is just my opinion – and one shared by many of my friends – that people do not want to be interrupted by an automated solicitation phone call.
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At the very least, they could also send an email with an opt out link.  I do not recall opting in to receive these calls, but if they reach my voice mail instead of me, there is no way for me to opt out of future calls.  And that is definitely disrespectful!

I would like to share a story of persistence with you.
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There is a beautiful hummingbird who visits my feeder.  My husband has recently developed a photography hobby, so we have the equipment to take a picture of the feeder from inside the house.  I decided I wanted a picture of this handsome bird.
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I had obstacles!

• * I never know exactly when the bird will visit
• * He doesn’t stay long each time
• * You can’t see all of his color unless you get the right angle
• * The camera must be very steady, since he is always moving
  

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I could easily have used these obstacles as excuses.  But I was determined to get that picture!
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So, I set up a tripod to keep the camera steady.  The female bird perches to drink, so it is easy to get a clear picture once she lights.  But not that beautiful male!  No, he prefers to hover.
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I waited by the tripod, sometimes 10 or 15 minutes.  If you’re not right there, you miss the shot.
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Sometimes he came and left before I got a shot.  Sometimes I didn’t get the right angle.  I could easily have become frustrated and quit.  But I persisted!  I stalked the bird for about a week, not all day of course but at many intervals.  And I finally got some great pictures!  They are on my Facebook page if you want to take a peek.
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I see so many people who want immediate results in MLM.  They could take 2-5 years of learning skills, working on self improvement, and taking persistent action and end up with a lifestyle most people only dream of.  They could be making more money in 5 years than they could ever get from their “day job.”  And this could be residual income, meaning they could retire after 5 years if they wanted.  But – they quit after a few months and say, “Nothing is happening!  What was I thinking?  This will never work!”
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Listen, we are ALL persistent at SOMETHING.  Do you want to be persistent at working for someone else and making them wealthy?  Or do you want to put in that 2-5 years and own your life?
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The next question is, HOW?  I would be happy to help you with that one!
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I’ve been told several times that it is illegal for MLM distributors to show people their checks, and for distributors or companies to make income promises.  The other day, a distributor challenged me on that and said that reps from his company have been showing their checks for over 20 years and even have a website with images!
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Here is what I found on the mlmwatchdog site:
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be allowed to make a wide variety of simple, truthful, non-deceptive
statements concerning the earnings of their distributors. At the same
time, they must be prevented from bandying
about high earnings achieved by a minority of purchasers with no
indication of the unrepresentativeness of such earnings.
If respondents lack evidence that the high reported earnings of a few
distributors are in fact representative of the earnings of large
numbers of other distributors, then it is clearly deceptive for them to
portray the minority results reported to them without a clear
indication of their unrepresentativeness.”
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This statement has been used in actual court cases and therefore establishes precedent.  For a company to actually get in trouble though, there would probably need to be several formal complaints filed.  The fact that his company has been getting away with this for over 20 years doesn’t mean they are obeying the law!  It is illegal to talk on a cell phone without using a hands-free device while driving in New York and yet I see people doing it every day!
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I would like to point out several more things about seeing people’s checks:

• *  If viewed online, the image may have been altered.  It might not be the original check at all.
• *  The check you see is not likely to be an average check.  It’s likely to be the biggest one they ever got.
• *  You don’t know everything that contributed to this check.  Is it all true residual?  Probably NOT!

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Think about it: if you were trying to impress someone you would show them your biggest check, not an average one.  And what makes up a commission check?  Some of it may come from initial sign-up bonuses, which are not residual.  Some of it may come from large personal purchases (being garage qualified) so the net effect might be that the person actually lost money if you subtract out what they spent, and this would not be an ongoing practice.  There could be contest money in there as well, which is also not residual.
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And, as pointed out in that court case, what percentage of the distributors of that company actually make checks this big on a regular basis?
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Don’t allow yourself to be start-struck by large checks, income claims, and millionaires being paraded before you.  Get the facts.  Find out how much volume you need to have on your team to earn the income you desire.  Assess how that volume is possible for You to achieve.  It doesn’t matter so much what someone else was able to do.  If you cannot duplicate their methods, you cannot duplicate their results.
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And remember that you want strong back-end, residual income.  You don’t want to be a sponsoring machine your whole life! (I don’t want to be one at all!)  You want to take long vacations, maybe even retire someday, with a solid, predictable income flowing in.
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Your success will come from within You.  If you want to have more, you must become more (personal development) and you need a simple, duplicatable system that anyone can use.

I got an invitation on Youtube to look at an “opportunity” and thought I would share with you the red flags I found.

• *  Income guarantee
• *  Claimed limit on number of slots available
• *  No information available without an opt-in

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The first red flag is that they guarantee $22K in income in 100 days.  Income guarantees are forbidden by the FTC!  This is called “enticement.”  Besides, he goes on to say “the only requirement is that you have to invite 5 people who you think deserve this opportunity.”  Notice he says invite.  He doesn’t say they have to join!  So how can the owner of the company guarantee I will make any money if I invite people, when they might not join?
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The next red flag is this “I only have 4 spots left to fill and I’d like you to be one of them.”  How many legitimate business opportunities have you found where only 5 people total can join each person?  Why stop there?  I absolutely hate this scammy language!  He is trying to capitalize on “fear of loss” by making me think once he finds 4 more people he is done.  But how ridiculous would that be?
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The final red flag is that when you visit the website, you can’t get any information.  You can’t find any information about the products, you can’t read the compensation plan, and you can’t read the policies and procedures.  You have to provide your contact information so somebody can call you and pitch you.  And I wonder if they would then let you have access to this information and have time to review it on your own?
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I don’t like the approach of sending people your opportunity when they haven’t requested it anyway, but it really burns me up when it’s not even legitimate! 
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For more help in spotting scams, start with the free ebook “Success In 10 Steps” and make sure you find the right opportunity for your future!

In MLM, it is possible to be terminated by your company and/or get in trouble with the government for saying the wrong things.  There are three areas I would like to tell you about:

• 1.  Claiming to be an employee
• 2.  Product claims
• 3.  Unethical or disparaging comments
  

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When you are a distributor for an MLM company, no matter what they call you: distributor, affiliate, partner, consultant – if you read your policies and procedures you will see that you are “independent” and NOT an employee.  In fact, many companies’ policies state that if you in any way claim or make yourself appear to be an actual employee, that is grounds for termination.  And yet every day on Facebook I see people list their MLM company as their employer!  There is a huge difference legally for the company when they keep you at “arms length” by having the independent contractor status.  In any social media profile where it asks for “employer” either leave it blank, or say “self employed.”
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Product claims are another very touchy area. With health and wellness products, you must be careful never to claim that your products diagnose, treat, prevent or cure any specific illness or ailment.  Even the use of common words such as “pain” can get you in trouble (which is why people say “discomfort” instead even though it sounds ridiculous.)  So you can’t say “this product cured my headache” but you can say “after using this product, the discomfort in my head went away.”  Be careful to always include a disclaimer on any written or recorded material with health products.  If you are in this industry, your company likely has education available on this and forbids use of any written promotional material which they have not approved.  Abide by these rules to protect your business!
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Another type of business where product claims can get you in trouble is collectable coins.  If you claim that these are an investment, you can get in trouble with the SEC and possibly with your company.  You will notice that your company always calls the coins “collectibles” and there is a good reason!  If they can’t meet the SEC guidelines for proof of investment value then they can’t make that claim.
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One final area to look at is disparaging comments and unethical behavior.  Many companies’ policies include a statement to the effect that the company maintains “sole discretion” to determine what behavior is unethical or disparaging.  Some even extend this to cover any member of your household even if they are not themselves distributors.  When you see this type of language, RUN!  It is basically a “carte blanche” for the company to terminate anyone they feel like.  Can you imagine if the company terminated you because your 5-year-old said they didn’t like the taste of your product?  With this clause in the policies they are within their rights to do so.
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As I always say, it is VERY important to read your policies and procedures and also be aware of what goes on in your industry.  Do not leave yourself vulnerable to termination from something you didn’t realize was illegal or against policy.  You know what they say about “ignorance of the law!”
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For more help with understanding your policies and procedures, get your copy of “Success In 10 Steps” and plug in to our mastermind group full of people with many years of MLM experience (good, bad and ugly!)  People in our group have “seen it all” so take advantage of their experience!