Why You Should Never Be The Expert When Speaking With Prospects

You read that right!

As a rule of thumb, you should NOT be the expert when prospecting for your network marketing business.

This is a tip that will have you sighing in relief when it comes to prospecting, especially if you are new and you worry that you don’t know everything you should know in order to tell people about your product, service, or opportunity.

I learned this from Lisa Grossmann, an uber successful network marketing professional who happened to build her multi-million dollar business using this principal:

When it comes to network marketing, the more polished and perfect you are, the less duplicatable you become.


Because what you may not realize is that the moment you start speaking, you are teaching that prospect how to do what you’re doing.

If you come across as a fountain of knowledge; someone who knows the product, the history, the compensation plan–everything–inside and out, that person will already feel like they can’t do what you’re doing.  So you never want to put your prospect in the position of feeling like he’d be expected to know everything.


If you simply point them to a video, a story or someone ELSE who is the expert, who can do the presentation, they will feel like they can certainly duplicate that. Anybody can point to something or someone else!

Lisa says, “If your lips are moving, it should be to do one of these four things:”

  1. To point, guide or direct someone to a third party source of information THAT ISN’T YOU
  2. To tell a story — yours or somebody else’s
  3. To introduce a speaker that isn’t you
  4. Or to direct them to read something



Here’s what happens when you practice this principle…it takes the pressure off of you AND them.

People don’t like to say no to others.  They don’t. Especially if they know they’re going to see them again. It makes them feel guilty and then they may feel weird being around that person after that. Did you ever say “No thank you” to the Girl Scouts selling cookies outside the grocery store as you were coming in, then purposely walked out the other side so you wouldn’t have to say no again on the way out?  That feeling.

And this is good because you only want to work with people who REALLY want to join you or genuinely feel your product may help them, not people that feel pressured somehow to say yes.  Those are the folks that you will end up spending a lot of time and energy on only to get nowhere. And they may end up resenting you and the business because “it didn’t work” for them.

Growing your network marketing business can be a challenge but with the right knowledge and tools, you can do it!

If you want to learn how to grow your business online, sign up for my 100% Free 10-Day Online Recruiting Bootcamp on how to build online using the internet, by clicking right here.

I hope you found this helpful! If you did, please be sure to comment and share with anyone you think may benefit from this.

All the best,



Sandra Rodriguez

Homeschooling MOMPRENEUR sharing business tips for stay home (and want-to-be stay home) moms & dads as well as newbie marketers. I Love Jesus, my family, life, laughing, coffee and the occasional glass of wine. Come learn and hang out with me!

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Dave Shrein - August 6, 2016 Reply

Hi Sandra,

Thanks for this. It certainly is a head tilt… still trying to process. My resistance comes from the notion of directing people to someone else. If I make the world better by doing x, why would I direct someone to another person who does the same thing?

Perhaps this is specifically for networking marketing because of the fact that so many of our friends and family and extended family do this sort of thing and perhaps it’s to preserve that relationship?

Regardless – I do see the point and definitely think there are elements that can be adopted and adapted into any industry and it’s got me thinking how that can work for me.

Thanks so much again for sharing.


    Sandra Rodriguez - August 6, 2016 Reply

    Hi Dave! I can certainly appreciate your resistance to sending your prospects to “someone else”.

    It’s important to remember that this is specifically for network marketing. When we speak of sending them elsewhere it’s really just to a video sharing the business, or to someone telling their story via a 3-way call or webinar or print. You definitely could and should follow up.

    Also this should never be an excuse to for us to not know our presentation (which we all should!) but rather to teach our prospects how this is something they can do as well. It’s all about duplication so that even new recruits can hit the ground running. 🙂

    Thanks for commenting!

Deb K - August 7, 2016 Reply

Great insight!
Enlisting professionally prepared training videos is absolutely advisable and duplicatable.
I’m an expert at surrounding myself with experts of skills that I may not possess or have time to develope, or quite frankly, just don’t enjoy doing.
Giving newbies the tools to start having success for themselves is much more important for their business ownership than making mini-me’s.
Thanks for sharing. Keep up the inspirational work.

    Sandra Rodriguez - August 7, 2016 Reply

    Thank you, Debra, glad you enjoyed it!

Lisa - August 7, 2016 Reply

Hello. Thank you for this. It also shows how personal and human you are.
Good article. 🙂

    Sandra Rodriguez - August 7, 2016 Reply

    I appreciate your comment, Lisa. Thanks for visiting my blog–come back often!

Annalize - August 9, 2016 Reply

Sandra, this is such stunning advice ! I loved this post, thank you!

    Sandra Rodriguez - August 9, 2016 Reply

    Hi Annalize, I felt the same way when I heard Lisa share this advice in the interview. I just had to pass along the tip! Glad you loved it!

Vasilis - August 10, 2016 Reply

I think this depends on the business you are into Sandra.

For a network marketing business that might be highly true and I agree. However for a consulting business for example , one needs to be the expert to make the customer trust them and buy consulting from them.

That’s a very smart idea though for network marketing peers.

Congratulations for focusing on it 🙂

    Sandra Rodriguez - August 11, 2016 Reply

    Absolutely agree with you there, you most definitely need to be the expert when consulting! And yes, the article is directed towards network marketers. Of course, each individual will need to see what approach works best for them in different situations, yes? Thank you for commenting!

P.H.C.- BR (@PHC_BR) - August 14, 2016 Reply

Hi Sandra,
My key from these post is to keep things simple, use your company resources to help you with income producing activities. Great read and video thanks for sharing.

    Sandra Rodriguez - August 15, 2016 Reply

    Perfectly stated! Thank you.

Jeff Beeman - September 22, 2016 Reply

Love it Sandra .. Falls write in line with my thoughts on “letting the system do the grunt work for you” … You don not need to be the expert ….just drive the traffic to the people who are!

    Sandra Rodriguez - October 19, 2016 Reply

    Hey Jeff! Yep, absolutely…gotta love those systems.

Keren Haim - December 20, 2016 Reply

Great read Sandra! No one can be as close as to expert anyway as everything changes constantly in the internet biz. So everyone has to keep up! Thanks for sharing! 🙂

    Sandra Rodriguez - December 21, 2016 Reply

    Right–Which is why simple is always better in my book! Thanks for commenting, Keren; glad you enjoyed it.

Sandra Rodriguez - December 21, 2016 Reply

Right, which is why keeping it simple is always better in my book! Glad you enjoyed it, Keren, thank you for commenting.

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