Networking Journal

Home PageFamily of Champions!

Life On Your Terms

eagle1

Table of Contents:

Best Practices:

Building Structure:

MLM Startup:

Govt Issues:

Industry:

Posted in Home. Comments Off

Can’t Make It in Network Marketing?

Network Marketing is a “people business” and is great experience for those desiring to start their own company.

Network Marketing is a great business experience even though you won’t gain the experience of managing employees, inventories, and meeting payroll deadlines.  You will learn something far more valuable! Why?  Because there is nothing more important than learning how to deal with customers and build an “informal” organization.  You may form a partnership with someone that has serious people skills but there is nothing like trying to learn how by joining a Network Marketing Company.

We are  starting to get feedback from distributors concerning a Network Marketing start-up, with good product potential, started by a successful business person.  Unfortunately, this business person did not have business experience in Network Marketing and negative distributor reports are starting to come in about the company.

If you decide to try Network Marketing go with a company that has a great track record in the industry.  A distributor base can melt just as fast as a great product can create it if the distributors are not properly managed.

Crisis Leadership

Robert E. Quinn, Harvard Business Review On Leading Through Change, has an article called Moments of Greatness where he describes two states:

  • Normal State
  • Fundamental State

The fundamental state is where the leader would like to be:

Normal State Fundamental State
Comfort centered Results centered
I stick with what I know. I venture beyond familiar territory to pursue ambitious new outcomes.
Externally directed Internally directed
I comply with others’ wishes in an effort
to keep the peace.
I behave according to my values.
Self-focused Other focused
I place my interests above those of the
group
I put the collective good first.
Internally closed Externally open
I block out external stimuli in order to
stay on task and avoid risk.
I learn from my environment and
recognize when there’s a need for
change.

I have titled this “Crisis Leadership” because most of us can relate to a time of crisis in our professional or personal lives.  In a crisis, we may apply some fundamentals we would not normally use.

“Most of the time, we are comfort centered. We try to continue doing what we know how to do. We may think we are pursuing new outcomes, but if achieving them means leaving our comfort zones, we subtly–even unconsciously–find ways to avoid doing this.”

Am I Other Focused?

“It’s hard to admit, but most of us, most of the time, put our own needs above those of the whole.  Indeed, it is healthy to do so; it’s a survival mechanism.  But when the pursuit of our own interests controls our relationships, we erode others’ trust in us.  Although people may comply with our wishes, they no longer derive energy from their relationship with us.  Over time we drive away the very social support we seek.”

I have taken these two paragraphs from the article because if anything you read on this blog applies to Network Marketing I would say that these two paragraphs sum it up very well.

Tipping Point Leadership

Our objective in Network Marketing is to gain momentum (get over the hump–go down hill–everyone on board).

Such is the subject in an article by W. Chan Kim and Renee Mauborgne  in Harvard Business Review On Leading Through Change.

According to Kim and Mauborgne there are four hurdles:

  1. Cognitive Hurdle – Face-to-face with customers and problems (finding new ways to communicate).
  2. Resource Hurdle – Focus on the hot spots and bargain with partner organizations.
  3. Motivational Hurdle – Put the stage lights on and frame the challenge.
  4. Political Hurdle – Identify and silence internal opponents; isolate external ones.

How would we communicate with the customers, or various stake holders, if we are never around them and not operating in their world on a day-to-day basis? They used the example of William Bratton the 1994 police commissioner of NYC.  In 1990, as head of the transit police, he discovered that none of the senior staff rode the subway.  Statistics showed that only 3% of major crimes were committed in the subway.  Yet, they didn’t get the real picture of  “fear and intimidation” because they never rode the subway and didn’t understand the issues until Bratton required senior staff to get out of their cars and  ride the subway everywhere they went.

In his past jobs, Bratton required his organization to have community meetings in schoolrooms and civic centers so that citizens could “voice their concerns” to district sergeants and detectives.

Lack of communication is the number one reason for failure in Network Marketing.  Don’t just give this issue “Lip Service.”  Your numbers don’t give the real picture.

However, the numbers may help us understand where to use resources. Resources are limited and must be used where we have “the biggest possible payoffs.” The problem in using resources may lie in really understanding the numbers. Identify the barriers to success. What stands in the way of the resources we have? In Network Marketing it is any policy or procedure that drags Net Sales or adds to fixed cost.  Target these areas by reviewing current procedures.  As Peter Drucker would say:  “Put it on trial for its life.”

Motivational Hurdle? Put the spotlight on Key Influencers inside and outside the organization! Create a Culture of Performance. Unless people believe that results are attainable, a turnaround is unlikely to succeed.

“On the face of it. Bratton’s goal in New York was so ambitious as to be scarcely believable. Who would believe that the city could be made one of the safest in the country? And who would want to invest time and energy in chasing such an impossible dream? …As he put it, the challenge the NYPD faced was to make the streets of New York safe ‘block by block, precinct by precinct, and borough by borough.”

In Network Marketing we call this: “Keeping the Main Thing the Main Thing. No more and no less.”

As a young man Bratton took down a sign he proudly had placed in his office: “Youth and skill will win out every time over age and treachery.” Bratton found himself in a dead-end position. He was wrong because he didn’t understand politics as a “fact of life” in any organization.

“Bratton’s strategy for dealing with such opponents is to isolate them by building a broad coalition with the other independent powers in his realm.”  Thankfully, in Network Marketing you do have political power even if you don’t know it (crawl out of that dead end job).  You are an “Independent Distributor.”

“If you want to influence a politician use or offer: Public opinion, power, sex, and money (in that order).”

Why Big Goals?

How do you eat an elephant?  One bite at a time.  Eating the elephant is the big goal.  Why such a big goal?

Sure, goals have to be realistic and achievable. The one bite at a time accomplishes that objective.  Don’t forget to cook it first.  You going to boil it, fry it, roast it?  How are you going to preserve it because it may take a while to eat it?  Break your goals down.

Having a small goal is not productive because small goals are achieved and then what?

How often we’ve experienced that latest management fad used to solve business crisis fail because people became disillusioned (did not measure or see immediate progress). We are going to re-engineer the company (use to be heard all the time).  The problem was that no one really knew what that meant (see my previous article – Communicating a Vision).  As you can see, eating an elephant is not as simple as it looks but the vision of eating one is strong.

People understand eating an elephant even though it’s really big!

Communicating a Vision

Is someone going to take (30) minutes, (15) minutes, or even (5) minutes to listen to your vision?

Is your vision of where you are going really that complicated? Hopefully not!

A vision of a camp fire on a river really isn’t a vision. It’s a picture of a vacation and the minute a person pictures discomfort from sleeping in a tent, or the challenge of losing weight to look presentable in a swim suite, the vision is gone (every positive vacation or trip vision may produce a negative vision)!

A real vision gives the picture of a life style and a picture of hope.

Every vision is relative.  If you are dirt poor then a comfortable home, descent clothes, and plenty of food is a “real vision of hope.”  And so, a real vision may seldom be about a vacation or a car unless it develops into a life style.

Here’s a vision:  “I’m currently making a part-time income of $4,000 a month and a year from now it will be $10,000 a month.”

A top distributors (has earned millions) heard a similar vision while he and his wife were contemplating bankruptcy.  And so, if it’s working for that person who wants to sponsor them ( a very average person) why can’t it work for them?  They were hard working school teachers.

The vision is hope.   Keep it simple!

Psychopaths

You may not be able to avoid dealing with psychopaths.

A great book for recognizing psychopaths has been written by Paul Babiak, Ph.D. and Robert D. Hare, Ph.D. called SNAKES IN SUITS when psychopaths go to work.

You may be thinking that the psychopath will show their true color to the wrong person and be fired.  Actually, many organizations encourage and promote psychopaths (snakes in suits) because they have skills that enable them to rise to power in any organization.  And they have a decided advantage over you:  They are void of conscience and don’t play by the rules. In fact, they often enjoy playing the game and enjoy risks.

Learn how to recognize a psychopath and the games they play by reading this book.

Domains and Traits of the Psychopath
Interpersonal Affective Lifestyle Antisocial
The person is: The person: The person: The person has a history of:
  • Superficial
  • Lacks remorse
  • Is impulsive
  • Poor behavioral controls
  • Grandiose
  • Lacks empathy
  • Lacks goals
  • Adolescent antisocial behavior
  • Deceitful
  • Doesn’t accept responsibility
  • Is irresponsible
  • Adult antisocial behavior

Remove Barriers

All change does not equal progress but if you grow you will change.  You’re going to change if you like it or not.”  John Maxwell

A great leader inspires people to believe in themselves. A good leader inspires people to believe in him.

John Maxwell points out the following:

  • Start removing barriers that will keep your people from implementing the plan.  Rule #1 – Put the Customer first.
  • Clearly define the enemy (barriers).  What’s the lid?  1.  Listen 2.  Learn  3.  Lead

What are the barriers?

  • Outdated systems
  • Outdated procedures
  • Outdated people
  • Outdated products

Simplify the message (don’t be confused):

  • Do I understand what I am saying?
  • Do they understand what I am saying?
  • Can they tell others what I am saying?
  • Can others understand what they are saying?

The more reasons we have for valid change the more likely it will happen!

  1. Change what needs to be changed–not what is easy.
  2. Let go of yesterday.
  3. Reconcile beliefs and behavior.
  4. Remove barriers by prioritizing:  A)  How long will it take?  B) How hard is it?  C)  What difference will it make?
  5. Simplify the message.

Inner Circle

Dying to belong?  Start your own inner circle.

Few argue against inner circles being important for success in any endeavor:

  • Church
  • Business
  • Social Clubs
  • Government
  • School

Many kids have gone to schools where they just didn’t fit in for various reasons and some may carry that over into their adult life.  Many of us know people that talk about high school because it was the highlight of their life.

Business people may acquire titles but never be a member of the inner circle. We may see a Controller or CFO that’s not as powerful as the Accounts Receivable Manager because the CEO treats him like the son he never had (being groomed).  We may see a daughter of the CEO working as an inventory control clerk.  Who’s in the inner circle?  The daughter or the Director of Inventory Control?

We may see a Christian running a legitimate front company for the Mafia.  He may be the CEO of the front company but he’s sure not in the inner circle.  The owner is not going to be discussing last week’s hit on a competitor of a core business with him for sure.  Luckily, he will never be in the inner circle.  Those kinds of inner circles can be very small and very effective because the right hand doesn’t know what the left hand is doing.  Is an elected official (bought and paid for) in the inner circle or, more likely, just some power behind the throne pulling their strings?  It may be more like a company being successful because we buy and promote their products (their agenda).  We’ve all wondered why a majority opinion never turns into legislation.

In Network Marketing you may see companies advertise meeting certain goals and becoming a member of the inner circle (don’t kid yourself).  You are just a person that met some goals.

You attract what you are.  And so, if you’re a psychopath your organization will be filled with psychopaths because so-called normal people will see the culture and leave as soon as possible.  Also, the psychopaths will be promoted and the normal people demoted.  That’s how some organizations become totally corrupt and without any moral compass.  Even nations (fall of the Roman Empire) experience these dynamics.

How do we build an inner circle?  Normally, you don’t find them–they find you.  How?  By being true to yourself (core values) and doing good for others.

Health Care Viruses

Health care viruses will cause private health insurance to die.

One of the advantages of being part of a large demographic (baby boomers) is the clout we have in the marketplace. In my opinion, the same thing that will kill Microsoft will kill private health insurance. Viruses!

Viruses?

It’s not the ability of Microsoft to make a quality product and compete that will eventually kill Microsoft.  It’s the fact that they never took computer viruses seriously and it’s almost too late for them to correct it.

Companies protect themselves against computer viruses but the average person, on their home PC, can’t protect themselves and the Microsoft products have been extremely lacking in this area.  If anything will promote the Google “Cloud” concept it will be computer viruses.

The same thing is true of private health care insurance.  It’s not the quality of the product, when it works, it’s the deficiencies in the product to protect you from the unexpected viruses.

No doubt that many small business people want public health care because they strategically see the future outcome much better than Microsoft does computer viruses (their number one strategic problem).

For example, if you get a major illness (cancer) many companies and private insurance carriers will do their best to get rid of you (literally).  I know, I was on the Insurance Board of a large company.  I once had a medical doctor scoff at me (in a discussion we were having about Vioxx) and the statistical significance of deaths versus outright knowing that the product would cause heart attacks or strokes.   Scoff:  “Yeah, people are going to do something they know will kill you?”

Don’t assume that people won’t let you die on purpose and be glad when you’re no longer around. At age (53) my sister got breast cancer and fought it (10) years before she died.  If she had not been a really savvy person she would have died much sooner like many of the cancer friends she made along the way.  At one point her employer (WorldCom) was going to fire her except for her threat of suit (remember I was on a company insurance board too so that’s not a surprise).  You know, any reason at all (like layoffs due to the economy) instead of the real reason.  Of course, business people know that paper trails should not be left and some things are better left unsaid.  Oh, just in case you don’t understand, loss history impacts the company bottom line through increased premiums.

Her health insurance provider (their “hurdles” and “delays”) probably had much to do with her getting worse and her eventual death.  Over (10) years she could have written a large book on this subject but she was too sick and facing death.  Fighting the company you work for, and their insurance carrier, is not something you want to consume your time when you’re dying.  That dynamic alone is overwhelming!

I’ll give you just one minor example to prove my point.  When she would take chemotherapy the anti nausea drug would make her feel like a bad case of the flu.  A kind nurse finally told her:  “This might get me fired but there is a much more expensive drug (the insurance carrier doesn’t want to pay for) that doesn’t have those side effects.”  And so, my sister insisted on the more expensive drug and no longer had that experience.

If you have private coverage and encounter a serious illness (as many small business owners do) don’t be surprised if you are canceled and your premiums returned from the date of the policy [Rescission].  Your medical history will be combed and fraud will be alleged.  You may be too sick, and lacking in legal funds, to fight this before your untimely death.  And, of course, that’s what some are counting on.  Will everyone have this experience?  No.  But the possibility should scare you.

Stupidity is a pre existing condition!

You bet that government bureaucratic incompetency is a big problem just like Corporate Greed.

Wake up about Private Health INSURANCE before you need it personally!  Don’t listen to the ads–become informed.

I didn’t watch some documentary because, like a lot of people, we’ve lived the experience.