The entire process of presenting your business with some “enrollment power” is a matter of understanding how your audience is divided based on their core attitude and core motivation. What does that mean? Let’s start with the core attitude. In every group of prospects there are 4 types of attitudes:

The Negative (27%) – No matter what you say or do, they will not be moved. Don’t waste your time and energy trying to convert them. It won’t happen.

The Motivatable (60%) – These are the people who are excited one day, and ready to quit the next. They’re influence and motivation changes like the direction of the wind. Unfortunately this is the majority of people out there. You have to be aware of them and don’t take it personally when they quit. It’s just in their nature.

The Motivated (10%) – These are the people who are strong to make decisions. They get involved and may carry your business for the duration of your involvement. They’re grounded in what they see and aren’t easily shaken up; but they may take some time to get going based on a lot of factors. This list of factors is too long to cover in this blog post.

The Motivators (3%) – This is who we’re all after. The motivators are those who will see the opportunity, get involved, and build the business WITH OR WITHOUT YOU. If you quit right after enrolling them, it won’t matter. They see it for themselves and will endure whatever it takes to get the job done.

Now that we know how the people are divided based on attitude, let’s quickly move into the 4 types of core motivations:

Money – Although this one seems obvious, it is however not the motivation of ALL people. The mistake that we make is assuming that being involved in a business that has the potential to create great wealth is the hot button for everyone. As the old saying goes, “money isn’t everything” and that holds true for those not motivated by money.

Fun – Believe it or not, there are people looking for the “feel good” in everything. If they can’t find it, you won’t be able to pull them into your business. You have to show them that they can expect to have a good time on the way to success, and this will be the hot button that moves them to action.

Facts – We’ve all come across the person who wants all the intricate details. You can keep the fun and the money for now. They need to know all the in’s and out’s of what’s going on. Don’t get frustrated with these people; this is how the process information and you must respect that.

Cause – Cause motivated people are those who want to save the planet, contribute to missions, help their friends and family, etc. Although at first glance you would think based on this that money would be their motivation, you must successfully demonstrate the ability to meet this core motivation before the money really matters.

In your presentations, you must be able to transition between all 4 of the core motivations of your prospects with balance on all 4 areas. Think of it like spinning a wheel; your communication must hit all 4 spokes to keep everyone engaged. When you do this, you’ll pull more into your business than you can imagine. Ignore the negative. Keep a level head about the motivatables. Encourage and work with the motivated. Sell out to the motivators. With this knowledge, your business can soar.

To Your Massive Success,

Eric Williams

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