Copyright 2005 Ron LeBlanc

In this article I want to let you in on something that the top home based business people know. It took me a while to learn it and be comfortable with it. That concept is sorting vs. selling.

What do I mean by that? I mean that whatever home based business you are in, you must somehow contact people and communicate with them. If you are thinking that you have to find people and convince them to join your business…good luck!

If you have a business that has a higher entry level, say above $1000, you are not going to get someone who has no goals and a poverty mindset and get them invest over $1000 in a business. If you have one of the businesses with a low startup around $100 and you somehow manage to twist arms and convince someone to join in – then you should take your phone off the hook, because that type of person may think they have just won the lottery. Two weeks later when they have no results, they will be calling you to complain.

Trying to sell someone who is reluctant is like dragging someone along to a movie they don’t want to see. Not an enjoyable experience. Who wants people like that around?

The secret is sorting. If you know what to look for, then you look only for those people. As I have mentioned in previous articles, you don’t have to be a computer guru to do most home based businesses now. So what are the characteristics you are looking for? Desire and coachability. When you find that person, they deserve to hear about your opportunity.

How do you look for those things? What do they sound like? For desire, you want to hear something like “I am done with jobs I have to work for myself or else”, “I want to make $250k and I will have a vacation home.” When you hear “Yeah, money would be nice someday”, or “I don’t know I want my income to be unlimited”, or “I’m just looking for a little something extra”. Those are indicators that there is not a strong desire.

Coachability is a trait that will mean that someone will follow the business system that your opportunity has already setup. That’s important because you don’t want someone who will go outside your company’s compliance guidelines. You also don’t want someone calling you up twenty times a day because they won’t listen to a training call.

You will hear a lack of coachability as you talk to them and they ask you to cut to the chase and tell them what it’s about. People who interrupt you a lot are also not coachable.

Remember you are not serving people who have little desire and are not coachable by bringing them into your business. If they flop, nobody benefits. Your best response to them is NEXT!