Steve Larsen: Hey, what's going on everyone? This is Steve Larsen. I have a very special episode for you guys today. I have a guest that I'm bringing on the show. His name is John Ferguson. John Ferguson is an expert in face to face selling of MLMs. He's been hired and worked for the Rich Dad company. He has been ... He's one of the guys that MLMs hire and bring in to help improve their entire sales process. He creates scripts to help sell products, he helps scripts ... He create scripts that lets you sell your MLM product in a way to people you've never met before that is not pushy. So I'm very excited for him to be a here. It is a treat to have him and please take notes on this. This is not your normal kind of a thing, and I had to beg him to get on the episode here. So I'm excited. Let's go ahead and jump into the episode today.
So here's the real mystery. How do real MLMers like us [inaudible 00:00:48] and only bug family members and friends, who wanna grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
You guys actually have a really special treat. I'm excited. I have a guess on the show with me today and his name is John Ferguson and literally every time I speak with him, I feel like I learn and I grow, and there's different things that I learn about the MLM industry. I learn about what he's doing and frankly, it's amazing, the resume that John has and I wanna bring him on the show here and give you guys a chance to be elevated for ... with what he's being doing. So without further ado, John how's it going?
John Ferguson: Doing fantastic Steve and I'm super stoked to be here. I'm glad you invited me on. I am ready to deliver and I appreciate that introduction dude. I feel like a hero already.
Steve Larsen: You are. I feel like ... I don't know. Every time I speak with you, you're like, "Oh, yeah. I helped ..." I don't know if I can say this, "Yeah, I helped Robert Kiyosaki. I helped this huge person over here. I set this MLM up over there." Like what? Like you've been doing a ton of stuff.
John Ferguson: Yeah. I've kind of tried ... I've played the backend role for a number of years, where like you mentioned the Rich Dad organization, I really played that backend role. If you think about like Batman, he's got not Robin, which was the sidekick, but Alfred. Right?
Steve Larsen: Right.
John Ferguson: The guy that's making sure all the gadgets work, make sure that Batman's not getting himself into trouble and it's really a role that in the past, has really helped a lot of people like people you just mentioned. So I ... It's a lot of fun for me to see others succeed with the systems and tools and the coaching and mentoring that you offer them. So yeah, it's been an awesome career so far.
Steve Larsen: Now I wanna be able to go through kinda how you got into this and did it and all, but could you just ... For everyone else on here, if they don't know the amazing John Ferguson, could you just give us a run down of what it is that you actually do when you say Rich Dad organization and the other ones you've worked with?
John Ferguson: Yeah, certainly. So what I do is I help closers sell more. Okay. I help individuals who've never sold in their lives sell their first sale. When it comes down to network marketing and multi-level marketing, I find there's a lot more nurturers than really the A type personalities, and for me what we do, is we take individuals by the hand, we guide and we direct them through selling without selling. And I know that sounds kinda weird, 'cause you're like, "What's selling without selling? Like you've gotta sell." Right?
Steve Larsen: Right.
John Ferguson: What it is, is I remove the ... we remove the animosity by helping people learn an evaluation process like stepping people, rather than just going in like a hardcore close.
Steve Larsen: Sure.
John Ferguson: [inaudible 00:03:52]. So that's really what we do. We ... In the past like with the Rich Dad organization, I came in and contracted as a trainer and I worked a number of years, where we took their telemarketing, their speakers, their trainers, their coaches and really developed them in some better methods of asking better questions to help get to the root of the desire and the needs of people and then we can deliver that, through the products and services that we offer. And the cool thing about MLM is that there are so many people that need so many things and I buy so much stuff from network marketing companies. I think I'm like ... on like an auto ship for like seven different ones. It's not that I sell their stuff. It's that there are so many wonderful products out there, I wanna help other people get them to the marketplace and get them in the hands of consumers and eliminate that fear of enrolling people and making a sale.
Steve Larsen: That's incredible. I mean so you've done it ... I mean you have quite the rap sheet and thanks for explaining that. I knew you'd do a better job than I would doing that, after talking with you extensively this past little while ... past few months, but are you ... I guess ... there's two different directions I want to go with this. My brain is just all over the place. I'm excited to have you on here. Is ... Do you use a lot of like spin selling methods, like the book Spin Selling? Is it that kind of thing a little bit?
John Ferguson: You know, it's more direct and-
Steve Larsen: Okay.
John Ferguson: I'm not the proponent network marketing that is gonna always jump after mom, dad, sisters, cousin, next door neighbor's dog and try to invite them into my network marketing business. I've never done that in sales either. What I like to do is, I like to put out the proper marketing, which I know that your people are learning some phenomenal tools Steve and you're teaching them how to attract the right people ... actually people who really want what you have and then enroll them and get them buying from you. And so my ... And is coming on the backend of that is, is how do I determine ... Like how do I determine the wants, the desires, the needs from somebody? And so I take them through a series of questions, like broad based questions, pointed questions and direct questions and I always get the question, "Hey, John isn't a pointed question a direct question?", and not really. A pointed question just kind of gets more to the point and a direct question is literally right on the money. It's right when you're going for like the heart of the matter. And so if we can learn to ask a little bit better questions, what I can do is I can find out exactly what their needs are, where their pain is, and I'm not usually paying to like make that person really feel it 'cause who wants someone to like squeeze their wound, right?
Steve Larsen: Right.
John Ferguson: "Hey, you've got a cut there. Let me get some salt water and just start spraying it on there." No. Okay. But we need to know where the pain is so that we can move them away from it or motivate them towards pleasure and that pleasure point is what I'm after mainly, because we live in a day and age right now that everyone can see through the BS. Like their belief systems, not the other BS.
Steve Larsen: Yeah.
John Ferguson: Okay. But where there's so much on the internet, there's so much on YouTube, there's so much all over the place that we just want the information we need now, but we also wanna know that the individual that is working with us is gonna help us for us right, and really cares. And so, our method allows our closers to step into a role ... You know I wouldn't wanna say expert advisor because I don...
