We ask people the wrong question.

In our business we say that 'professionals' sort and 'amateurs' convince. We ask people the "sorting" question, 'Do you want to make extra money from home?' Yes or no. But that question really doesn't get at the heart of what our business is all about and we come across as a "salesperson".

We should ask people an open-ended question, 'What's your hope for the future?' Think of the possible answers! If we listen, we'll make a new friend. Their answer will tell us whether or not our business is for them. The key discipline for us then is to not try and fit everybody into our business.

Here's the secret. The people we are looking for will then turn around and ask us the same question. Now you're networking!