That’s all that could come out of my mouth the first time I met Tom Challan. I was at a Dani Johnson convention about 2 years ago (in 2007) back in the “pre-internet” days in my business, and I was introduced to this MLM sponsoring dynamo. Why does Tom Challan deserve such reverence? It’s simple… He sponsored 500 people in ONE YEAR from COLD LEADS working less than 20 hours per week! Ok, I know most of you who follow my blog are fans of Mark Weiser, another sponsoring machine (he’s the one that did Mike Dillard’s Black Belt Recruiting course)…
But Tom Challan sponsored more than TWO TIMES the people Mark Weiser did… In less than HALF the time. Not only that, but the sponsoring in his organization DUPLICATED to more than 40,000 distributors in 2 years.
Seriously, the fact that he’s not more well known in the industry just boggles my mind. I asked Tom Challan to do an interview with me to reveal his MLM sponsoring secrets, and I wanted you all to have the opportunity to listen in. Here’s the exclusive interview (Hit The ‘Play’ Button Now):
So I wanted to start some discussion here… let me start by pointing out some things that I learned from Tom Challan in this brief 20 minute conversation:
MLM Sponsoring Tip #1: Don’t baby people and help them with everything. Look, I know we all get involved in MLM with the grand idea that we can spend all of our free time chasing everyone around helping them solve every technical problem they have…. (Or wait, wasn’t it time freedom and financial leverage that originally caught my attention?) Something Tom did that I’ll be implementing into my own MLM sponsoring efforts is that I’m going to start doing everything in a group setting. Simply put, working one on one with everyone you bring on board is going to STOP your ability to sponsor NEW people.
MLM Sponsoring Tip #2: Stroke people’s egos and leverage excitement. Simply put, people want to feel like they are special, and THEY ARE special. You’ve got to become skilled at finding people’s individual strengths and edifying those strengths (Listen in to Tom’s example in the interview).
MLM Sponsoring Tip #3: DECIDE how many people that you’re going to sponsor on a DAILY basis. One of the things that I never quite heard before when talking with Tom is that he said that he DECIDED that he was going to sponsor 1-3 people PER DAY into his business. (In case you’re new to this industry, that’s a LOT of people.)
MLM Sponsoring Tip #4: OUTSOURCE everything you possibly can to free up your time. Sometimes as an entrepreneur, I struggle with the idea of letting go of personal control, because I know my own competency is high in all of the areas that matter. However, when it comes straight down to it, I don’t want to be involved in all of the grinding dirty work day after day that most ‘leaders’ in this industry do… For example, I don’t want to be on the phone 24/7 doing 3 way calls. I don’t want to do meetings 6 nights a week for the next 20 years. I don’t want to do ALL of my own marketing myself… (Why bother when there are people who are just as capable who will do a GREAT JOB and be thankful for $4-$5 an hour?)
This is really where the rubber meets the road in MLM… Are you going to do everything yourself? Or are you going to TRUST and outsource to TRULY leverage yourself?
MLM Sponsoring Tip #5: Be coachable. Look, Tom Challan is a GREAT example of that. In fact, when I met him, he was paying for personal coaching with Dani Johnson (Neither Tom, or myself are affiliated with Dani anymore, but she’s a great MLM trainer, we’ve just got different styles). ALL great leaders in MLM have a personal coach who has a greater level of expertise than they do. You need to be coached by people who have achieved the results that you’re looking for. Tom Challan is one of those people.
MLM Sponsoring Tip #6: Learn to generate YOUR OWN leads. Look, I know that Tom sponsored 500 people from cold leads… but that’s only because when he was doing his business he didn’t understand attraction marketing principles initially. That’s why he encourages people to learn how to attract prospects through marketing technologies today, because if he had combined his sponsoring strategies with attraction marketing methods, he would have been able to double his results. (And he did… In fact his second year he cut his hours down to 10 hours per week. He didn’t mention how on the call, but it was because he learned how to generate his own leads – he still sponsored more than 300 people).