The most common objection you'll hear in building your MLM business is, "I'm too busy," or "I don't have enough time." It's a very common objection, and it's challenging to address it correctly because there are three different versions of it. If you address one variation and they're really coming from another place, you haven't helped them and in fact you've probably upset them and communication breaks down. Let's look at the three kinds of "I'm too busy."

Legitimate excuse

One of the ways that you can get "I'm too busy," is really legitimate. Maybe when you call they're in the middle of a quarrel with their family member or they need to run out the door in five minutes and it's just not a good time to talk. That's legitimate, so don't handle that objection the way that you would handle, "I don't have time to build a business."

Frame of mind excuse

The second variation on this excuse is what I call "frame of mind." Some people just absolutely live in the zone of "I don't have enough time," and you can tell this by listening to what it is that they have to say. They'll use the phrase quite often, "I don't have time. I'm too busy." The real issue here is that this person has forgotten who actually controls their time. They think that somebody else controls their time.

Unexpressed objection

The third type of a "too busy" objection is an "unexpressed objection." It's basically a pure excuse. Your prospect may use "I don't have time, I'm too busy," just to avoid telling you the truth, that they just don't want to have a home business or they think it's too much for them. They'd rather say, "I don't have time."

How do you know?

You need to define which of these variations it really is. The only way to do that is to really listen to what your prospect says. If they say, "I'm on the phone long distance right now. Can we do this another time?" -- that's a legitimate one. Your first step is really just to listen and observe what's really going on.

In terms of the "frame of mind" excuse, when it's happened two or three or four or five times, then that's when you begin to get clued in. This is the person's mindset, so that particular person needs help and education.

If someone is saying, "I don't have time," and they've also asked, "Is this network marketing?" it could be an unexpressed objection that they don't have a good opinion about network marketing. You get the difference? You have to identify the correct one before you go and handle it.

There are specific ways to draw out the real reason when you get this excuse from your prospects, and only then can you really be sure you're communicating at a level that you can help them overcome this objection.