Discovering The Core Value Of Freedom
(Excerpt From The Sponsoring Techniques Manual)

It’s not enough to know and understand the four core values. We must be the four core values. People will not do what we tell them to do. They will do what they see us do.

Notice that I said be the core values?

You can’t teach, lecture or drill the four core values into others. Each individual must discover them.
Since you can’t explain the four core values to others, how will they discover them? I’ll explain the special technique that you must use later.

But first, let’s take a closer look at the core values. What are the core values?
Self-worth
Equality
Freedom
Love

Remember in my previous article I mentioned that all four core values were universal? That all four core values apply whether you are in Italy or Costa Rica?
For now though let’s get started with the core value of:

Freedom
The desire for freedom is universal, in every country, in every culture. The desire for freedom will attract prospects to your program no matter where you go. You won’t have to worry about cultural differences, what a particular area of the country wants, or if a prospect wants what I have.

Everyone wants freedom. And you can offer both time freedom and financial freedom with your network marketing opportunity.
Think of the advantages of having no competition. It’s the marketer’s dream.
While everyone else is saying:

“My product has ten more milligrams of magic than their product,” or,
“My program pays out better on level three if you get at least two managers your first month,” or,
“My company president can beat up your company president,” or,
“My upline earned more money last month than your upline,” here is what you have to offer . . . Freedom.

No one else is offering freedom, only you. Everyone is offering 2% more bonus on level six or an extra magic ingredient. All this gets confusing to the prospect.

You are the only one offering freedom. There’s no competition, is there?
You’re not going to be part of that confusing horde of greedy salesmen trying to convince the prospect to join because of some minor advantage in product or compensation plan.

You’ll stand out in the crowd. You’ll be the only person the prospect focuses on because . . . you are the only person to offer what the prospect desperately wants . . . freedom.

Now you can simply stand on the sidelines and smile at all the busy networkers running around with flip charts, videos, brochures, catalogs and samples. They just don’t have a clue about what their prospects really want.
This means they make lots of effort and reap little results. By concentrating on the real core values, you release yourself from this useless activity.

No More Competition
Now that you’ve totally eliminated all competition, let’s concentrate on what freedom really means to your prospect.
Freedom means different things to different prospects, but all prospects want freedom. Some of these definitions of freedom may seem simple or not important to you now, but wait until later. I’ll show you how to use the definition to motivate prospects who you thought couldn’t be motivated!

Here are some ways prospects define time freedom.

Jet Ski With Your Children
I live about a block from the lake. One Saturday morning my children said, “Dad, we’ve never been jet skiing, and we’ve see people having a great time. Why don’t we go jet skiing?”

We walked over to the jet ski rental booth on the lake. The owner said, “Sorry, you can’t go jet skiing today. The lake is too crowded. There are fishermen and many powerboats pulling skiers. And, all our jet skis are already rented out.”
I turned to my children and said, “Kids, we’re going to have to do this another time.”

They were a little disappointed. But Monday morning, we walked back to the Jet Ski booth and rented a couple of jet skis. We had the entire lake to ourselves! And we enjoyed our time to the fullest, while all the weekend jet skiers were growling at rush hour traffic. They had to go to work for someone they didn’t like for the next five days.

Now I ask you, isn’t this time freedom what a parent really wants? Time for family, time for children, time to do anything that’s possible?

How can we use this to motivate even the toughest prospects?

Rich, Rich, Rich, And No Time To Count The Money
I gave a presentation to a middle-aged doctor in her home. Boy, what a home!

It was a mansion. Beautiful grounds decorated with matching Mercedes-Benz in the driveway. This doctor had everything including a $400,000 a year income from her practice.

Now, what do you think this doctor would say if I said, “Let me show you how to earn an extra $500 or $1,000 a month?”
She’d laugh.

What if I said “Let me tell you the power of our expanding compensation plan on level four when the moon is full?”
She’d laugh.

What if I said, “Our vitamin C comes from rosehips at 8,000 feet elevation while all the competitors’ vitamins C are picked at only 7,500 feet elevation?”

She’d laugh.

She had money, she had health. What she didn’t have was time for me. So I simply remembered the core value of freedom. I used a simple presentation that illustrated why she desperately desired time freedom.

I asked, “So how much time do you have to take holidays and vacations with the family?”

She answered, “Time? I have to be at my practice early in the morning. I’m constantly on call. But in return, I make a great income for my family.”

I replied, “Think about your four-year-old daughter. When she grows up, will she remember all the expensive shoes and sweaters that you were able to buy for her, or will she remember the happy times that the family spent together on vacations?”

A tear formed in the doctor’s eye. This is one thing she couldn’t provide for her children. She couldn’t give them the time and attention they wanted. She was a slave to her medical practice. She had no time freedom.

Sponsoring the doctor was easy. There certainly weren’t any cost objections.

The point is: I could never have sponsored that doctor with a brilliant flip chart, a memorized presentation, a classy video or an opportunity meeting filled with hype.

The only way to get through to the doctor was through one of the universal core values . . . freedom.

See how powerful core values are? But what about financial freedom? Let’s take a look at a quick example.

It’s Stressful When You Car Is Low On Gas
Many distributors think they have to impress prospects with tales of thousands of dollars a month. Well, that might be financial freedom for some, but a measly $40 can mean financial freedom for others.

Imagine a prospect at your opportunity meeting. Maybe that prospect had to get a babysitter, or maybe she brought her children because she couldn’t afford a babysitter!

What is financial freedom to this person?

Maybe $40.

Let me explain.

Imagine this person drives home after the opportunity meeting and stops to fill her car with gas. After filling the tank with gas, she goes to pay the attendant with a credit card. Like many people today, the credit card is up to the limit in debt.

How do you think she feels? How will she feel if her credit card is declined and she has no cash in her purse? What about the children?

Now, all of that stress and fear would go away with the addition of an extra $40 in her purse. If the credit card was declined, she would simply reach into her purse and pay cash.

So, an extra $40 would represent financial freedom for her.

You don’t have to promise tens of thousands of dollars. Most people don’t need that much for their personal financial freedom.
All people want financial freedom, but their definition is personal.

There are many examples you can use to illustrate financial freedom to your prospects. But there is more to this freedom principle.

“I Want You To Join So That I Can Make More Money.”
Now that’s a disgusting statement, isn’t it? However, if we don’t honor prospect’s personal freedom of choice, we come across as a greedy, self-centered, selfish salesperson.

Prospects quickly relax and respond to us if we honor their freedom of choice. We should forget about our agenda (more distributors and money), and concentrate on the prospect’s agenda (time and financial freedom).

Have you ever had a conversation with someone who pretended to listen to you, but you knew they were just waiting for their chance to talk? Uncomfortable, isn’t it? And you know they really are listening to you but don’t care about what you are saying.

Do we want to be like that rude person? I think not.

Instead, let’s be interested in our prospect’s needs. Maybe our networking program can help them, maybe not. Maybe now is not the right time for them. Maybe now is the time for them to get a job and a paycheck on Friday.

Sometimes prospects have to take care of immediate needs before they can obtain time and financial freedom.

When your prospect sees that you are 100% interested in their needs and their agenda, your prospect relaxes. You are now part of the team, a partner. Once your prospect no longer feels the need to put up resistance to your every statement, your prospect actually hears what you are saying.

You are allowing the prospect to freely make a choice about your program. That’s powerful.

And freedom of choice doesn’t stop after the presentation. This freedom of choice will continue throughout your distributor’s career. Your distributor should choose whether to go to the national convention or not. Your distributor should choose how much product to purchase or market that month.

Guess which leaders have the happiest distributors?

The leaders who practice the core value of freedom with their group.

Desire For Freedom Is Everywhere
The core value of freedom is big. It means time freedom, financial freedom, and the right for others to practice their personal freedom.

When you practice the core value of freedom, people are attracted to you. This makes networking easy.