How to Succeed in Network Marketing: The 4 Step System (IPET)
We’re going to talk about a system of duplication in network marketing.
Really understanding this and the psychology behind it transformed everything for me.
It allowed me to go from five years of struggling to finally getting to a full-time income in network marketing.
I guess I kind of understood the philosophy of this IPET thing, but I really didn’t understand how powerful it was and how important it was to train on this.
If you’re wondering what the hell IPET is, it stands for these four words: invite, present, enroll and train.
When I met my mentor at a presentation, I was immediately drawn to him.
He was dressed really sharp and well-spoken. He was impressive and he had had a lot of success in network marketing.
Rather than him just trying to hard close me into the business, and telling me it was easy like I had heard before, and hyping me up like I had been hyped up so many times in the past, he kind of taught me this IPET thing.
He said, “You know? If you want to make millions of dollars, if you want to have a huge organization, it happens from four simple things.”
He gave me a framework and when I understood this framework, and I understood the simplicity behind it, it kicked in.
He didn’t say it was easy, but he explained the simplicity behind why network marketing really, really works.
I don’t know why, but in these five years, no one had framed it up and packaged it like that. And for me, this made a difference.
He was training me before he even tried to close me, explaining how the system works, and how we would work together.
The first step is you invite people. So, the person who invited me to see the presentation, he had done the I (invite).
And the next step was presentation.
When you’re new, your job is only to invite people to see your presentation.
There’s a lot of different tiers of exposures. So, you can invite someone to a hotel presentation which is what I got invited to.
That is probably the highest tier of exposure. You’ll have the highest enrollment ratio.
Sometimes it’s a little harder to get someone there so you’ll have in-home meetings, two on ones, one on ones, webinars, handing out DVD’s, just like anything else.
I could go into a lot more details on that and how to take people from one to another.
If you haven’t seen my BAMFAM video, watch it here.
When you’re new, your job is to invite, and the more you can invite, the more money that you’ll make.
Step two is present and your job is to invite someone to see a presentation at a hotel meeting at a Starbucks, have them watch a video, a presentation, something like that. Maybe you invite them to a webinar.
Something else or someone else does the presentation and then we enroll the people who are enrollable and then we train them.
What do we train people to do?
The mistake that I see so many people making is when someone is training people or a brand new person, they’re giving them two, three, or four hours of content, overloading them with so much content that their brain explodes.
Its paralysis of analysis because they think they have to know all of these things before they can go out and enroll someone else when the reality is the biggest piece that you need to train them on is the invitation.
I’ve seen so many people over the years, really powerful leaders, presenters, and trainers, who are way better than I ever was in the beginning, enroll people because they’re a good closer, and spend the next two hours going through all of this amazing training, every detail about the product, mindset training, you name it.
And they get no duplication.
It’s because they’re overloading people and not training them on the most important thing which is the invite because that’s the name of the game in network marketing.
Whoever invites the most people to see a presentation is typically the one who wins.
The Gateway Skill You Must Master to Succeed in Network Marketing
It’s the gateway skill in network marketing.
You can be a really bad presenter and still make a fortune if you’re good at inviting because you can use a tool or have other people present.
That’s what happened to me.
I got to a full-time income before I ever actually did a presentation because I was always using tools to do the presentation for me.
You can be a bad closer if you’re a great inviter because if you invite enough people, you’ll find the ones who are ready. You’ll find the ones who are hungry.
You can be bad at getting new people started. I’ve never been the best at getting new people started.
Granted, I know what to do. I’ve done it a ton of times. I’ve been very effective but that’s not my strongest skill set.
If You’re Not Good At Inviting, You Will Not Succeed in Network Marketing
You can also be bad at training, but if you’re bad at inviting, you’re never going to make money.
It’s the one thing that is the most important skill if you want to succeed in Network Marketing.
If you’re not good at getting people to see the information, you’re never going to make a lot of money.
Get ridiculously good at inviting.
I am telling you this because I want you to have this framework packaged up so that hopefully something clicks and you understand that that’s really all we do in network marketing.
We follow these four things and we do it over, and over, and over, and over.
If you do it enough times, you’re going to make enough money.
I started using it as a closing tool just like my mentor did but people are naturally hesitant.
When someone is invited, they see a presentation, and at the end, even if they love the products and services, in many cases, they don’t understand what they’re going to actually have to do, but everyone wants to make more money, right? No one is opposed to more money.
While we never want to present it as easy because if you present it as easy, the people you’re going get to join are only the ones who think it’s easy.
Missed Expectations and False Expectations
The number one reason why people quit network marketing is because of missed expectations and false expectations.
They thought it was going to be super easy. Well, it’s not.
I’m not saying you’ve got to tell them it’s super hard. You can tell them it’s simple but never promise that it’s easy. It is a simple process, but certainly not an easy process.
What I started doing was the same thing that my mentor did to me.
I started giving people that light bulb moment and I would draw it out on a sheet of paper.
When you get started, your job is to invite people to see a presentation.
And if you’re working with a brand new person, you’re letting them know, “You invite, I present.”
What my mentor told me was that it was his job is to teach me how to put people in front of him so he can help me make money. My job was to be a joy to work with. And I said, “There’s no problem there.”
To Succeed in Network Marketing is Simple, Not Easy
When you draw this out, sometimes that really clicks with people because you’re educating them on what they really need to do in order to do the business. And they see it is really simple.
So, we invite people to see a presentation. Then enroll the people who are enrollable. We’re not going to enroll everyone because you could be selling gold bars for $20 and no matter how good the deal is, not everyone’s going to buy a gold bar for $20 because they’re going to be skeptical, right? It’s just how people are.
The people who enroll need to be trained.
What are we going to train them on?
We’re going to train them on how to invite. We’re going to train them on this simple four-step system.
This is what I was taught and what I’ve personally been teaching for about 20 years.
You need to have something like this.
You need to be giving your organization a framework for duplication.
If you don’t give people a framework for duplication, and people don’t understand the simple three-step or four-step process, whatever it is, then there’s always going to be confusion.
Confusion leads to a lack of belief.
Lack of belief leads to a lack of motivation.
A lack of motivation and a lack of confidence leads to a lack of action.
If you don’t have a lot of people taking action, you never make a lot of money.
I hope you enjoyed this four-step framework.
If you feel like this can add some value to some others, hit the share button.
If you want some advanced training on leadership, hop over to LeadwithMatt.com, and I’ll give you some things on how I’ve been able to build an organization that’s grown to over a million customers, how I’ve been able to recruit some really, really powerful leaders that have led to real time and money freedom. Of course, that’s what we always want here in network marketing.
If you’d like to learn about why you should be patient with your results in Network Marketing, check out this blog post.
Go make life an adventure.
Thanks again for reading this week’s blog post on How to Succeed in Network Marketing.
#1 Best Selling Author of The Unemployed Millionaire