Labels, Ideas, and Directions

You are a Champion!

Sometimes we are very proud of labels like Network Marketing, MLM, Democrat, Republican, Liberal, Conservative, etc. but often these labels serve no useful purpose.

For example, I’ve found myself lately when asked if I’m a Democrat or Republican saying, “I am an American.”

Labels are defining but they are also confining. In business why would we bring up the fact that we are in Network Marketing or MLM? Even saying, “I am in Direct Sales” is often too confining and not often necessary.

Does taking on a particular label or idea or direction accomplish our purpose or goals? I became amused listening to the answers given by Sarah Palin in the Katie Couric interview (currently being made famous by SNL). If she wasn’t tied to particular “Key Words” and “Phrases” (had more experience) when asked about John McCain’s track record she could have easily sidestepped the traps. In fact, she could have been much more honest. Katie Couric asked her to give examples where McCain has supported more oversight or regulation of Banking Institutions over his term in office (however Couric worded the question). Palin could have easily said (instead of a mental block and I’ll get back to you), “I don’t think you will find a voting record in favor of this because John believes in free market capitalism and not meaningless and counterproductive legislation.” This is exactly what I would have told Couric when I listened to the interview.

Had John McCain been thinking at all about the environment surrounding the bailout vote he would have realized that Republicans (Americans in general) don’t support it and when asked about it in the debate could have said, “I’m with my fellow Americans on this and can’t support it in it’s present form. I believe in free market capitalism but we will do those things necessary to return liquidity or credit to the market.” Frankly, I was very shocked he didn’t do this in the debate and come out a strong winner on that issue. He missed a golden opportunity in my opinion. He was locked into a mind set or course of direction he calls leadership that didn’t allow him to see this golden opportunity. And so, now he’s living with the consequences of that initial failure.

This article is not saying, “Test the direction of the wind and have no direction.” This is about painting ourselves into unnecessary boxes (no win situations) because we haven’t done our homework and understand fully the environment we are working in. We may lock ourselves into unnecessary labels, words, techniques, or even strategies that are not good. Why? Because they will never work and won’t accomplish our objectives when we look at the opposition. Also, these directions are shallow and not necessary. I never cease to be amazed at how often all of us do just that. In fact, many industries have purposely put themselves into an industry box to avoid competition. Perhaps a good short-term strategy but in the long run we have painted ourselves into a corner. If we find that to be the case we need to backup and say, “I’m wrong about that direction and I intend to take this direction.”

Avoid unnecessary and meaningless conversation in order to obtain our real objectives. A phrase we often use is, “If it’s not necessary to say it is necessary not to say.”

Also, I always remember comments made by a strong leader (My wife and I learned the business under) about keeping on subject and “keeping the main thing the main thing.” Todd Cash told us when he saw people in the halls at a convention saying things like, “I’ve heard that message or story before.” He would tell them, “You’re on your way out of the business.” Our key message is about doing and saying those things that win (over and over and over).

Keep a very open mind when it comes to winning!

Do Yourself a Favor

You are a Champion!

John C. Maxwell, Success One Day at a Time, wrote:

“A poor, hungry young man sat moping on a bridge, watching a group of fishermen.  Looking into a basket and seeing a bunch of fish nearby, the young man said, ‘Boy, if I had a mess of fish like that, I’d be in good shape.  I’d sell them and buy some clothes and something to eat.’

‘I’ll give you that many fish if you do a small favor for me,’ a fisherman replied.

‘Sure.’

‘Tend this line for me awhile.  I’ve got some errands to do up the street,’ said the older man.

The young man gladly accepted the offer.  As he tended the man’s pole, the fish were really biting, and he reeled in one fish after another.  It wasn’t long before he was smiling, enjoying the activity.

When the older man returned, he said, ‘I want to give you the fish I promised.  Here, take all the fish you caught.  But I also want to give you a piece of advice.  The next time you’re in need, don’t waste time daydreaming and wishing for what could be.  Get busy, cast the line yourself, and make something happen.’”

In our business we call that forcing momentum!

True Goals

You are a Champion!

We’ve all been to those sessions where someone asks us to write on one side of a piece of paper what we want and on the other side what we don’t want. Ever notice that many coaches, motivators, and authors are good at telling us “how” but they’ve never done it or are not doing it? They are just good at telling!

When we really take a hard look at many of these goals we have written down we realize they are just dreams on paper (not real). We won’t put out the effort because they don’t drive us. We don’t want the hassle even if we could accomplish the goal (goals don’t come without cost). People easily pick up on this fact that we are just talking in Network Marketing. Some goals are like the dog chasing the car because he really doesn’t want the car he’s just enjoying the chase. The dog is bored.

We can easily distract the dog from chasing cars by setting out some food. People without true goals are easily distracted and don’t stay with the decisions they make. They may criticize those that do take action because they are jealous. They want the prize without the effort. And so, they criticise those that are actually doing something.

Most people have to see visible results in order to keep going towards a long-term goal. Network Marketing is a long-term goal. We are “taking a little bit of action” everyday towards our goals. What will put a sense of urgency in us is the fact that we begin to see that the goal is real. It’s actually going to happen! We can taste it and smell it in the air. We can see it right there around that corner. Most people don’t get serious until they see that things are really happening. We have to force momentum!

It’s hard to force momentum and really get things rolling but once this happens we no longer need to be prodded into action.

I sometimes get amused at people that will make comments that indicate there is nothing going on in the business. Things are flat or trending down. Things are not steaming like they use to be. The only thing that has flat lined is them. The only thing we can be is polite and give them ample opportunity to get their heart started again. Most of the time it’s going to take a real jolt if they make it back at all. They have no true goals and they are dead. Give us a call when you are ready to come back to life.

” Come follow me–show don’t tell someone how to get into action!”

Talk About It

You are a Champion!

Household Name

Product users and walkers don’t necessarily talk about your products or opportunity and that’s why our goal is “not” to become a household name. Of course, walkers will talk if they’ve had a bad enough experience.

Our goal is to find people compelled to “talk about it” even without pay–Talkers.

When is the last time you talked to a friend about a loaf of bread (mass market household name) you bought at the store? That’s the way many of the product users are when it comes to the products. They love the products and use the products but they don’t talk about it.

In my article Helping People I showed you a couple compelled to talk about their success with the products–they just can’t help it. In fact, they can’t avoid the conversation and that’s a great time in the life of a Network Marketer. However, there will come a time when the excitement (intensity) and the memory will change. And so, what keeps people talking?

That’s where the worn out phrase comes into play: “It takes a village.” Organizations are built by people with common goals and interests (talkers). Our story has to be worth talking about and it has to ring in the ears.

Group loyalty generates conversations and conversations create our business. Be thinking about how to get your people talking about the business.

“Have” Questions?

You are a Champion!

“What do I want to be?” or “What do I want to have?”

When we join a Network Marketing company I somehow feel that it makes more sense to ask the question: “What do I want to be?”

“What do I want to be?” is a solid foundation and long-term question. As kids, we were often asked, “What do you want to be when you grow up?” If we ask “What do I want to have?” we may find that anyway to get there is OK.

Would you rather be a “Human Being” or a “Human Having?”

Here’s a story to bring this into perspective:

The Mexican fisherman

An American investment banker was at the pier of a small coastal Mexican village when a small boat with just one fisherman docked. Inside the small boat were several large yellow fin tuna. The American complimented the Mexican on the quality of his fish and asked how long it took to catch them.

The Mexican replied, “only a little while.”

The American then asked why didn’t he stay out longer and catch more fish?

The Mexican said he had enough to support his family’s immediate needs.

The American then asked, “but what do you do with the rest of your time?”

The Mexican fisherman said, “I sleep late, fish a little, play with my children, take siesta with my wife, Maria, stroll into the village each evening where I sip wine and play guitar with my amigos, I have a full and busy life.”

The American scoffed, “I am a Harvard MBA and could help you. You should spend more time fishing and with the proceeds, buy a bigger boat with the proceeds from the bigger boat you could buy several boats, eventually you would have a fleet of fishing boats. Instead of selling your catch to a middleman you would sell directly to the processor, eventually opening your own cannery. You would control the product, processing and distribution. You would need to leave this small coastal fishing village and move to Mexico City, then LA and eventually NYC where you will run your expanding enterprise.”

The Mexican fisherman asked, “But, how long will this all take?”

To which the American replied, “15-20 years.”

“But what then?”

The American laughed and said that’s the best part. “When the time is right you would announce an IPO and sell your company stock to the public and become very rich, you would make millions.”

“Millions.. Then what?”

The American said, “Then you would retire. Move to a small coastal fishing village where you would sleep late, fish a little, play with your kids, take siesta with your wife, stroll to the village in the evenings where you could sip wine and play your guitar with your amigos.”

In my opinion, this is one of those long-term “what do you want to be” stories because it couldn’t be about the final outcome that he already had. We probably won’t be successful at those things we don’t want to be because “that’s how we spend our life.” Also, shouldn’t we avoid being too simplistic?  Some people may not want to be a lazy fisherman just as some wouldn’t be interested in building an empire. Perhaps we shouldn’t assume we know what people want to be.

Ask questions!

Helping People

You are a Champion!

There’s nothing liking helping people in your business.

Here’s a couple from Kansas and from April 2008 to September 2008 she has lost (45) pounds and he has lost (90) pounds.

Before and After

Change Lives!

Increase Business Volume

You are a Champion!

This article expands on my last article Secondhand.

How would you like to increase your volume on average by (66%) or (2/3)? If you are a numbers person like me you track various statistics from your business check reports.  Here’s what my reports indicated for the last two week (15) pay periods:

As you can see, those that qualify as Business Builders buy (on average) more products per order. In our case (factored for “qualifying” Business Builders and family members to decrease the average discrepancy) they buy $125.00 more per order than discount customers on average.

Customers that can benefit from the compensation plan will take advantage (just like Henry Ford’s employees) of the situation and buy more products.  In our case 66% more products.

Take away a Distributors opportunity to earn commissions (not talking about discounts because they are almost meaningless) and watch volume decline by (2/3) per order.

Turn product users into Business Builders and watch your average order volume increase!

“Commissions are always just a percentage of  Sales Volume.”

Secondhand

You are a Champion!

Many of us have heard the story about Henry Ford paying his employees more than the going wage so that he would have a market (employees buying cars) for his standardized Model T.  In many respects, that’s what happens in Network Marketing because the customers are also building the business. And so, without high paid business builders we may limit our customer base because they don’t “get it” (don’t get the pay).

Fewer people may know about the rise of General Motors because of the secondhand car concept of Alfred P. Sloan.  Of course, eBay is the same concept:  People looking for a bargain!

Peter Drucker wrote in Managing for Results:  “Sloan did not try to dislodge Ford by doing just as well, nor even by doing better.  He never considered doing again what Ford had done before; that is, building the cheapest, standardized, changeless car.  Instead, he made the Model T obsolete through something which Ford (nor anyone else) could possibly produce:  the one-year old, secondhand car. It had been the new car only one year earlier.  As “transportation” it could easily compete with the Model T.  It had appearance, styling, and performance of the high-priced cars, but was cheaper even than the Model T.

Till then the used-car market had been considered a nuisance by the car makers.  Sloan saw it was the real volume market; and that the manufacturer had to design, sell, and service his new car both for greatest sale this year and for easiest resale a year or two hence.”

I was interested in motorcycles and once looked at one of the largest dealers (foreign brand) in our state to see if I could put together a deal to purchase the dealer.  I really didn’t know anything about dealerships but I soon learned by reviewing the financial statements that selling motorcycles was secondhand.  The real money at this dealership was made in the service department.  This dealer “did not” make any money selling motorcycles.  And so, how would you compete against this guy if you did not have a service department and just sold “new” motorcycles?

Sometimes we don’t do well in business because we don’t really understand the business we are in. This lack of knowledge finally caught up with Henry Ford by a smarter GM (Sloan).  In Network Marketing we are often in the service business (after-market).  We not only service our customers we service the people we bring into the business.  We do everything within our power to make them successful because their success means our success.

Is your business secondhand?

Don’t Take Rejection Personally

You are a Champion!

In fact, we are better off not to take rejection personally even if it is personal.

Richard Poe wrote this about taking rejection personally in his book Wave 3: “Many will say no.  Novices all too often take such rejections personally.  They immediately blame themselves or the opportunity.  But the successful network marketer understand that the problem is usually nothing more than timing.

‘My experience has shown that if people are at the right time in their lives, they’re going to get involved in this business no matter how it’s presented,’ says Mark Yarnell.  ‘Conversely, if the timing isn’t right in their lives, I don’t care how brilliant, skillful, and articulate you are.  They’re not going to get involved.’

Armed with this realization, top networkers learn early to slough off rejection and move on to the next prospect.  As top network marketing trainer John Kalench puts it, ‘SW, SW, SW–Next!’  That stands for ‘Some will, some won’t, so what–next!”

All of us can rationalize our success or failure.  When things are going great we think we are better than we really are and when things aren’t going too well we think we are worse than we really are.  The real question is:  “Are we still in the game and working the business hard?”

Enjoy the experience! One thing that has kept my wife and I doing the business is the fact that we enjoy what we are doing and have a lot of fun doing it.  Also, we get tremendous satisfaction from the people we have helped.  We have many stories of people getting success on the products and opportunity.  Any failures along the road will never compare to the fun and success we have had helping others.  At some point, many realize that this is the real goal of network marketing.

Also, we reached a point where “no” is not the least bit offensive and is in fact a challenge.  Enjoy the word NO because it will be overcome by YES.

Prisons without Bars

You are a Champion!

When women talk about “glass ceilings” it is not a figment of their imagination. When people sing the following song many are singing about a prison of flesh.

I’ll Fly Away

Alfred E. Brumley

Some glad morning when this life is o’er, I’ll fly away;
To a home on God’s celestial shore, I’ll fly away (I’ll fly away).

When the shadows of this life have gone, I’ll fly away;
Like a bird from prison bars has flown, I’ll fly away (I’ll fly away).

Just a few more weary days and then, I’ll fly away;
To a land where joy shall never end, I’ll fly away (I’ll fly away).

Chorus
I’ll fly away, Oh Glory
I’ll fly away; (in the morning)
When I die, Hallelujah, by and by,
I’ll fly away (I’ll fly away).

There are many prisons of the body and mind (habits like drugs, gambling, gluttony, alcohol, sex, TV, and on and on).  Some prisons are self imposed.

There is no reason to be a prisoner at a job.  Rewarding businesses are obtainable and available to set us free.  Take a small step and join a company.

In Network Marketing there is no glass ceiling and NO LIMITS!