3 Way To The Top

3 Ways are hot! Get your mind out of the gutter. Not that kind. I’m talking about the 3 Way Call, one of the most powerful, misunderstood, and underused resources in Network Marketing…

 

The aversion to 3 Way Calls is epidemic. It’s not just a newbie disease. Many pros suffer from it too. Let’s explore why. Then we can reframe our thoughts about this valuable asset to your success in Network Marketing.

 

I think there are two main reasons people avoid 3 Way Calls like the plague. Fear and control. What are they afraid of? Being perceived as pushy. This is a big obstacle for MLM virgins. Many newcomers are terrified that they will lose the love of friends and family if they approach them with a 3 Way Call. They view it as a manipulative tactic, a way of ganging up on their prospects. That’s probably because they’ve never been trained on the etiquette of an effective 3 Way.

 

A pro’s negative mindset usually stems from control. Once a person tastes some success, she may feel that she doesn’t need any help enrolling prospects. Trust me, I know because I often feel that way. I’m guilty of believing what T Harv Eker calls the three most dangerous words in the English language, “I know that.” When you “know everything,” you don’t need support from others. Ironically, Network Marketing is all about support, cooperation, and working as a team.

 

A proper 3 Way Call is not an intrusion or a bully tactic. It’s a gift to the person who receives it. It’s a way of honoring your prospects. It’s a training tool that employs the magic ingredient of Network Marketing, leverage.

 

I’ve been blessed to have great mentors. I’m doubly blessed that many have become trusted friends. One, in particular, stands out in my mind – Susan Sly. She’s one of the most dynamic, caring, and enlightened Network Marketers I’ve ever met.  It’s not by accident or luck that this awesome role model earns more than $1,000,000 a year in MLM. Susan has definitely mastered the 3 Way Call, and she generously shares her mastery with others.  Here are some of the insights she offers that can turn your phone into a money machine.

 

ANATOMY OF A 3 WAY CALL

  • Tell your upline expert everything she needs to know about your prospect.
  • Phone your prospect at a time you both have agreed to.
  • Warmly greet your prospect & ask if this is still a good time to talk.
  • Edify your expert before introducing her.
  • Edify your prospect.
  • Enthusiastically introduce the two speakers.
  • Zip your mouth, and open your ears.

 

Is every step of this process important? You bet.  Their order is equally important. Never call your prospect before getting your expert on the line and painting a specific picture of the person she will talk to.

 

Edification is crucial. It’s also the step that most people skip or stumble on. When you edify someone, you build them up. That doesn’t mean you pile on the BS. You energetically emphasize the person’s most admirable traits and accomplishments. This is powerful. It creates an excited anticipation in your prospect. It  makes your prospect feel privileged to meet a knowledgeable successful expert who is here to answer questions and guide her to a great decision. When you edify your prospect, you demonstrate respect and create an open favorable environment for the conversation that will follow. Reread what I wrote about Susan Sly. That’s edification.

 

Okay. You’ve properly introduced your two speakers. Now comes the hard part. It’s called shut up and listen. So many well intentioned people blow it at this point. They can’t resist the urge to blurt out their two cents. This is destructive. It  confuses your prospect. It  disrespects  your expert. It makes your prospect feel outnumbered. Not good.

 

Some strong MLM leaders immediately hang up when their team member interrupts. They clearly send the message, “You’re on your own now. Sink or swim.” The MLM Mobster approves.

 

One last important thing.  When you introduce a new team member to the 3 Way Call, you teach them strong duplication. You lay the groundwork for your unshakable MLM empire.

 

So here’s the shot. You’ve read this blog post. But what will you do with your knowledge? Will you stroke your chin and say, “Hm. Very interesting?” Will you jot down some notes, then file them away and forget about them? Or will you do what leaders do? Call two people in your team and practice  the 3 Way Call until it excites you?

 

What if you’re new and don’t have a team? Call two friends and ask them to help you learn something that will make you rich. Who knows? They might wanna get rich too. Then, badabing! You’ve added two soldiers to your crew that you can groom into lieutenants. Together, you’ll learn to make offers that people can’t refuse.

18 Comments

  • Dave

    March 8, 2010

    Hey Louis! Great information. I especially liked how you laid out the “steps”, the clarification of edification, and, of course, the downside consequences of not keeping your mouth shut while the experts perform. Master the 3-way? Yeah, baby, I’m in!

  • TheMLMSkeptic

    March 9, 2010

    Great great great info! Too many internet marketing programs begin their sales approach by putting down traditional MLM techniques such as 3 Way Calls. It’s great that their programs may generate a ton of leads but you still need to close those leads at some point. You don’t get paid based on how many leads you have. I think one of the reasons people hesitate to utilize 3 Way Calls is that they feel bad that they wasted their experts time in those cases when they make the call and the lead doesn’t answer. Take it from me who used to feel that way – STOP IT! Everyone goes through this! It’s just part of the business. Schedule the time together with your expert and have a backup agenda. If you have a scheduled 3 Way, make the call. If the lead answers – 3 Way it! If the lead doesn’t answer – leave a message and then move on to the agenda. Louis, you and I have done 3 Way Calls and when the person didn’t answer, we’ve turned it into some great accountability and venting sessions! Thank you for your help and helping me succeed in this great industry. Thanks for getting me over that feeling of wasting someone’s time! Love you… Mike

  • Tammy

    March 9, 2010

    Louis!
    Wow! I know I have done a few 3 ways myself and I did not follow these steps exactly! I personally need a REALLY BIG ZIPPER for my mouth so I can sit back and listen… REALLY LISTEN to the interaction between my mentor and my possible new teammate. Thank you for your simple effective steps and ease to duplicate! I personally plan on doing more 3 ways now because of this! YOU ROCK !!!!!

  • Drew Berman

    March 12, 2010

    mobster – this is great stuff man. kinda like the boss taping your mouth shut. or just learning the two words “zip it”. when the upline speaks – you put a sock in it … the mobster has spoken. The 3 way call is the most powerful tool in the industry. And it is severely underused. And just like the mobster says…there is an art, a technique, an order of doing it correctly….and yes – of course – edification. thank you mobster – you nailed it!

  • Mammoth Living

    March 24, 2010

    Very clear and strong delivery of the steps and the spirit of a perfect 3 way call. I totally agree they’re the foundation of duplication in our business, and when done according to your formula, should be simple, profound and welcoming vs. intimidating to the new member or prospect. I especially like the strong positioning in the comment about the seasoned MLM experts who just hang up when the team member interrupts. That’s some “tough love!” But then, you’re the “mobster!” Very empowering vs. enabling…I like that, and as a woman, it’s exactly the “nugget” I need. Thanks, Mr. Mobster!

  • Andrew

    March 25, 2010

    I love to Mastermind with Louis because he has received some of the best Marketing Training in the world. He sure know’s his stuff…anyone who is being coached by him is in good hands.

  • Maura

    March 26, 2010

    Hi Louis,
    Great blog – great brand title – great post about 3 way calls. You’re a rock star!

  • Ted Bogan

    April 2, 2010

    Nice! Very easy to follow and you get someone who can explain our concept. Great blog Mr. Lou.

  • Dr Henry C

    April 16, 2010

    Hi Louis, Thanks for the tips on 3 way calling. You’ve laid it all out for us. I’m sure I’m going to get a lot out of this method of handling prospects. Keep up the good work Dr Henry C

  • As the lead founding distributor in my company, I am the one who people come to for three-way calls. I love doing them!! In fact, I enjoy them even more than I enjoy speaking with my own prospects. “Why is that?” you may wonder.

    When I’m doing a three way call for one of my teammates I’m so totally in my favorite element. I am teaching them while I’m developing a relationship with their prospect, engaging the prospect in the process and leading them to WANT to know more. They are more intrigued than a prospect of my own, because they feel like they’ve been singled out to talk with a leader/expert. Thus, they are open and thankful.

    Three way calls are a win-win all around, in the right situation and when approached correctly. Thanks for sharing this post!

    Peace and Abundance,
    Deborah Tutnauer

  • Jenna

    July 10, 2010

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    August 3, 2010

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  • Mary Lou Kayser

    April 17, 2011

    There is a HUGE need for training on 3-way calls in Network Marketing! It is so crucial to practice this skill until you master it if you want to grow your business team. Being a PROFESSIONAL means learning professional skills, yet if the leader doesn’t set the example from the get go, what gets duplicated is a watered-down and ineffective method of talking with prospects. Way to set the stage here, Louis! You truly are a PRO! 🙂
    Mary Lou

  • shemee

    August 28, 2011

    thanks for the information, very helpful indeed!

  • modern

    September 8, 2011

    I love to Mastermind with Louis because he has received some of the best Marketing Training in the world. He sure knows his stuff…anyone who is being coached by him is in good hands… 😛

  • muffin5

    September 12, 2011

    Nice! Very easy to follow and you get someone who can explain our concept. Great blog Mr. Lou.

  • spade56

    November 9, 2011

    I am teaching them while I’m developing a relationship with their prospect, engaging the prospect in the process and leading them to WANT to know more. They are more intrigued than a prospect of my own, because they feel like they’ve been singled out to talk with a leader/expert. Thus, they are open and thankful. | 😛

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