Come follow me and I will make you a fisher of men”
Jesus Christ

Network marketing is a people business. You must get your product and services to as many people as possible. The people who have made it in network marketing were able to understand their customers’ personalities. There have been several studies and books written on personality types.  Today, I will share with you the basics of understanding your prospects and customers.

We all have dominant personality types based on
DNA and life experiences. Our personalities can be summed up in 4 categories; sharks, whales, dolphins, and orchids.

Sharks
Sharks are money motivated. That is the only thing that will motivate them is the compensation plan. They are your lawyers, politicians, salesmen. Sharks are great to sponsor because they know other sharks.

Characteristics of sharks:
1. Money Motivated
2. Aggressive
3. Wants to get ahead

Sharks are a small percentage of the population. However, they are wonderful distributors and may be the only people who:
a. Knows other sharks
b. Can sponsor other sharks

Use money to motivate sharks

Whales
Whales love to help other people. They are not concerned with individual accomplishments, instead loves to see the team do well. Don’t mention money to a whale because it may turn them off. Instead mention free time, family and friends. Show them how they can and will help people in this business. Whales may be teachers, nurses and coaches.

Characteristics of a whale:
1. Loves to help others
2. Loves to teach
3. Team oriented

Whales are a large percentage of the populations. As long as they feel they are helping others, they will continue working their business. Speak slowly when speaking to a yellow. They don’t want to be sold. You can build a large organization with yellows. They love to teach and can build massive organizations by teaching others.

Show whales how they can and will help people in this business
Dolphin

Dolphins want to “party like a rock-star”. They love energetic atmospheres. They love the excitement of being in sales. Don’t try to give them all the information, they don’t care. They will learn everything they need to know, but when they are ready. When you speak with a whale, talk about how fun the business is. Get a dolphin to a large meeting.

Characteristics of a dolphin:
1. Easily Excited
2. Loves to Party
3. Loves energetic atmosphere

Dolphins are a small percentage of the population. They are great to sponsor because they know everybody. Dolphins just want to have fun!

Show dolphins how much fun they can have in this industry

Urchin

Urchins are your most analytical people to deal with. You know who they are. They know everything and they know it! You probably can’t get an urchin to sign up on the first attempt. They have to analyze every detail first. Talk numbers with urchins. They want all the information upfront. Be prepared to know when the company was founded, who the owners are, etc.

Characteristics of an urchin:
1. Detail oriented
2. Tend to over analyze things
3. Loves numbers

Urchins are the hardest people to sponsor. But they can be the best because they are a large percentage of the population and are the only people who usually can sponsor other urchins. Give them as much information as possible; DVDs, CDs, magazines, etc.

Urchins need to know all the details

When you identify your prospect’s personality type get them on the phone with an up line leader with a similar personality type. This will allow them to see themselves as being successful. However, don’t use this tactic as a crutch because you will need to develop the skills to sponsor different personalities. Instead listen in on three way calls and learn.

We are all a mixture of different types of personality types. By knowing this information you will be able to sponsor more distributors and inspire them to greatness. A great fisherman knows different fish are attracted to different bait. Study people and listen to them.
“The reason we have two ears and only one mouth, is that we may hear more and speak less.” Zeno, Greek philosopher”

www.jameelrush.com