MLM Relationships | The Key to Network Marketing Success by Terry
Montague
One of the most important aspects I have discovered to network marketing is the
importance of building successful MLM relationships. To understand your
prospects (i.e., their motivations, strengths and weaknesses) is to have a
strong foothold on the MLM ladder to success with them. Since ancient times,
humans have sought to explain behavior by categorizing personalities into
distinct types. Over the years, numerous naming schemes have been proposed for
what have now be universally accepted as the four temperaments.
Equivalents for the 4 Personality Types
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Hippocrates (370 BC): Choleric, Sanguine, Phlegmatic,Melancholy
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Plato (340 BC): Guardian, Artisan, Philosopher, Scientist
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Kretschner (1920): Melancholic, Hypomanic, Anesthetic, Hyperasthetic
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Sprangler (1930): Religious, Aesthetic, Theoretic, Economic
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Fromm (1947): Hoarding, Exploiting, Receptive, Marketing
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Psycho-Geometrics (1978): Triangle, Squiggle, Circle, Square/Rectangle
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D.E.S.A.: Dominant, Expressive, Solid, Analytical
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LEAD Test: Leader, Expressor, Dependable, Analyst
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ARRAY (Jonathan Knaupp): Production, Connection, Status Quo, Harmony
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PSI: Controller, Promoter, Supporter, Analyst
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Gary Smalley: Lion, Otter, Golden Retriever, Beaver
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Biblical Characters: Paul, Peter, Abraham, Moses
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Children's Literature: Rabbit, Tigger, Pooh, Eeyore
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Charlie Brown Characters: Lucy, Snoopy, Charlie Brown, Linus
These are just a few examples...the list goes on. Some of these terms are
complex and to fully grasp their meaning requires further investigation via
dictionary. Although, I must admit the "Winnie the Pooh" references are rather
charming. But there is a simpler, more comprehensive method of understanding
how to relate to MLM prospects and successfully learn to mentor them in your
network marketing business. It's a method of practicing personality profiling
without running the risk of being viewed as politically incorrect.
Paint by numbers--Yellow, Blue, Green and Red
Colors intrigue me. They are visual and easy to understand. Having always been
artistically inclined and visually stimulated, this was the first and most
important resource I stumbled across when I began building my own home based
business and searching for ways to develop successful MLM relationships--a
simpler way to determine who I was dealing with. It is without a doubt one of
the most useful tools I have found in my quest for success with my network
marketing business.
A visual exercise in personality profiles
Draw a line through the middle of a piece of paper vertically from top to
bottom. Now draw a line horizontally through the middle from left to right. At
the top of the vertical line write the word "open" and at the bottom write
"self-contained." Now at the left center of the paper write "indirect" and at
the right put "direct." In the upper left square write "Yellow--35%" and in the
right upper space put "Blue--15%." In the bottom left square write "Green--35%"
and in the bottom right put "Red--15%." There you have it...a spherically
challenged color wheel!
The Yellow Personality (Pooh)
Yellow personalities are open yet indirect with their feelings and make up 35
percent of the population. They are dependable, great listeners, exceptional
team players, and are and supportive and nurturing. They are the best at using
both sides of their brain. Key words to use when communicating with a Yellow
are "team", "together", "relationship" and "family." They are very open with
their feelings, but when you ask them a question they don't volunteer any more
information than is required. They enjoy life and hate pushy people or any kind
of confrontation. Their weaknesses are that they are overly sensitive, take
things personally, tend to be followers and are not goal-oriented. However, if
you take your time and build a strong relationship with them, teach them, and
help them, you'll have a remarkable and very loyal team member that "plays well
with others."
The Blue Personality (Tigger)
Blues personalities are open and direct with their feelings and make up 15
percent of the population. Although they make up a smaller percentage of the
population, there are many Blues are drawn to network marketing because they
are very fun-loving, high energy, extremely creative individuals. When you ask
them a question, they will go on and on, giving you more information than you
needed, and in the process probably forgetting what the question was to begin
with. Their weaknesses are that they tend to talk too much, are unorganized and
are poor with follow-up (one of the best things you can do for a Blue is to
teach them to use an auto-responder). But if you can train them to focus and to
follow a system for success you will have one of the hardest working and
resourceful team members you could ask for.
The Green Personality (Eyore)
Green personalities make up 35 percent of the population. They are indirect,
self-contained, and very pragmatic and logical. They rely on the confirmation
of facts and figures before any decision can be made or any action can be
taken. They are extremely organized, very good planners and are always
accurate, persistent and great on follow-through. They might, however,
sometimes be perceived as being depressed and lonely. They tend to be
over-analytical and hard to please, making them slow to begin any project until
they have all the information required and it has been graphed, analyzed,
dissected and scrutinized to their satisfaction. They hate pushy sales people
and need to be allowed to sell themselves on your MLM business opportunity.
After they do, their expertise and attention to detail will make them
invaluable members of your network marketing team.
The Red Personality (Rabbit)
The Red color personalities make up 15 percent of the population and are very
direct, totally self-contained and will not let you see their weaknesses. They
are extremely focused, are very intense and like to get straight to the point.
They must be in charge at all times and are totally motivated by money and
success. They dislike indecision and have no time for chit chat about family or
relationships. When talking to a Red, it is important to stroke their ego, show
them respect and let them believe they are in total control of the conversation
at all times. Although they are very goal-oriented, they are short tempered,
domineering, impatient and un-teachable.
How does all this color-coding relate to life in general?
If your psychologist is Yellow, your publicist is Blue, your accountant is
Green and your lawyer is Red you have acquired a perfectly balanced color
spectrum and should be able to find the pot of gold at the end of the rainbow.
Unfortunately, life is not that simple.
How does all this color-coding relate to you and your MLM business?
For example: Being primarily "Blue", my business opportunity from home had to
be fun, while my "Yellow" tendencies were resolved that my efforts must be
helpful to others. The pragmatic "Green" in me demanded knowledge of the skills
and tools I needed to succeed, and my lingering bits of "Red" demanded that the
whole enterprise had to be enormously profitable and that failure was not an
option. Most of us are a curious rainbow mixture of all of these basic
personality hues. Personally, I am 40% Blue, 30% Yellow, 20% Green and 10% Red.
But the most important thing here is that my primary color is "Blue."
I've learned to understand my own personality and why I relate to people as I
do. But most importantly, I have discovered that successfully running my MLM
business isn't about me--it's about them! I have learned to listen, and I can
now successfully relate to my prospects by really hearing and understanding
what they are saying. All a prospect really wants to know is "can they do this"
and "how can I help them." Now, I have the intellectual and psychological
"tools" to attract hard working self-motivated, ambitious people to every level
of my business. Since this business is about people and building successful
network marketing relationships, what knowledge could possibly be more
valuable?
About the Author
Terry Montague is a successful network marketer and MLM mentor. Her objective is
to provide as many people as possible with valuable information and equip them
with skills for success in order for their dreams to become their reality.
Download her Free
eBook or visit "The Full
Monte" for MLM tips.
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