MLM Mindset Training: Think & Act Like a MLM Top Earner

In today’s post, I want to provide some MLM Mindset training. This information could be life changing, if you take the information and apply it in your network marketing business.

I’ve studied hundreds of top earners in our industry and the only thing they all have in common is that they all build the business differently from each other.

Some are master recruiters. Others are master trainers. Some are dynamic leaders. Some are master motivators. Some are introverted. Others are extroverted. Despite the differences in style and approach, the one thing they all have in common is a WINNER’S MINDSET. They think and act like a winner at all times.

13 Traits of Successful MLM Reps

Here are some of the mindset traits of successful network marketing reps.

# 1 Doer. Successful leaders in our industry take massive action. They do not dink around with the business or treat it like a hobby.

# 2 All in Mentality. Successful MLM Reps have the all-in mentality. They don’t dabble. They act as if they have one million dollars invested in their business.

# 3 Problem Solver. Our paycheck is based upon the size and amount of problems we are able to solve. There will always be problems.

# 4 Visionary. Successful network marketers see things before they exist. They know their why. They become a DIAMOND in their MIND before they become a DIAMOND in the company.

# 5 Resourceful. Top MLMers are very resourceful. They can do fine with limited resources. What they lack in skills and money, they make up for with creativity and hustle.

# 6 They Don’t Care What Others Think. Successful MLMers do not care what other people say or think. They believe in themselves and opportunity. They are bulletproof to the opinions of others.

# 7 Focus on the Main Thing. Top MLM Earners only focus on income producing activities. They refuse to do busy work or sit back with analysis by paralysis.

# 8 Set High Standards. Successful reps set high standards for themselves. They lead by example and inspire others by their own personal example.

# 9 Continuous Improvement. Top MLM Reps focus on continuous improvement. They know they will never be perfect, so they focus on just getting a little bit better every single day.

# 10 System Oriented. All successful network marketers follow a system. They either follow their upline’s system or create their own system. They realize the system is the solution.

# 11 Influential. People join our industry, or not, because of the influence you have over them. You must become someone worth joining if you want to recruit other people.

# 12 Good People Skills. Top MLM Reps have great people skills. They can get along with just about everyone. They always try to think of things from the other person’s point of view.

# 13 Servant Leaders. Successful MLM Reps are servant leaders. They put the needs of their team first. They focus on helping other people get what they want.

Please take the time to evaluate yourself in each of these 13 traits and identify any areas you might need to improve. We can all improve.

The Four Strategies to Build a Big MLM Business

When it comes to building a big MLM Business, there are four different MLM Mindsets you can choose from. You could call these strategies or approaches to building a large team. None of these strategies are right or wrong. You simply need to pick the one that resonates with you the most and focus on that. They are listed in no particular order.

# 1 Recruit Several Hundred People Personally

This is quite perhaps the most common MLM mindset in our industry. People are taught to sponsor 100, 200 or 300 or more people personally UNTIL they find their two to five leaders who generate 80 to 90 percent (or more) of their income.

This is a great concept if you are a good recruiter. It also isn’t as time consuming as the other strategies because you aren’t spending a lot of time with each person that you sponsor. You’re basically throwing a lot of mud against the wall and seeing what sticks. You’re letting the cream rise to the top.

You sign people up, give them their initial training, slap them on the butt, wish them good luck, and send them on their way. You think their success is up to them and you are off looking for your next recruit.

By all means, you offer them help WHEN THEY ASK YOU for it. But you aren’t babysitting, hand holding or chasing them.

The downside of this strategy is that you will have high attrition. You will have a revolving door in your business, because 95% of your team can’t do what you do!

Most people you sponsor will need intensive support and constant babysitting. Since you aren’t doing that with each person, they will quit. However, the good leaders will stick around and build it big, with or without you.


# 2 Product Focused

This is another strategy in our industry, although it isn’t very common. Some top earners are so passionate about their company’s product line that they ONLY focus on getting customers.

They lead with the products. They are an evangelist for their company’s products and they feel inspired to share them with other people. All they ever do is talk about the products with the people they meet.

This is definitely an effective way to build a business, but it can be the slow route. You do need customers, but since most people you bring into the business are only customers, you won’t get much duplication or growth.

That being said, this way can be extremely profitable, right from day one. Think about how much money you could make if every distributor on your team had 10-20 ACTIVE customers?

Your key to success with this strategy is to have a streamlined process to upgrade your customers into business builders, retain your customers, and to get referrals. 

For this approach to work, you have to be really passionate about the products AND the products must be a good detail for customers, even at the suggested retail price. Since 95% of the companies in our industry have overpriced products, this strategy won’t work in most companies!

# 3 Taprooting

I once heard that a great network marketer could recruit TWO people and build a team of millions, simply by taprooting. This is when you sponsor someone and then help them sponsor someone. Then you work with that new person and help them sponsor someone.

You keep repeat this process over and over, driving your leg 10-20 levels deeper every month UNTIL you find a leader in depth. At that point, you work closely with that person UNTIL they take over and keep driving the leg deeper.

Taprooting is a very EFFECTIVE way to build a team, but it is also very demanding and time consuming. You will be doing lots of meetings, three-way calls and meeting with people 1-on-1. When it comes to build a large, stable team, this is probably your best option.

# 4 Recruit Quality People

This is another strategy used by many top earners in the network marketing industry. Some top earners are VERY selective about who they will sponsor.They don’t want to work with wishy-washy or wimpy people.They will only work with doers.They will only sponsor other entrepreneurs, successful people or sales people.

They focus on quality, not quantity.

The benefit of this MLM MIndset is that you can work smart. When you sponsor leaders your business will grow quickly. The downside of this strategy is that good leaders are hard to find and are normally already successful in their current endeavor, and are not looking for something else to do.

That being said, if you can sponsor two to five good leaders (and successful people) you can build a huge organization rather quickly.

Additional Thought

It’s important to realize that you can combine several of these strategies to build your network marketing business, maybe even all of them. For example, I am very good at recruiting, but I also spend a lot of time teaching my team in a group setting.

How to Develop the Right MLM Mindset

It is my personal belief that your attitude will determine your altitude in life and in business. In the world of network marketing, you must develop a winning MLM Mindset if you ever want to make it big.

But, what does this really mean? What is the right MLM Mindset? In the paragraphs below, I want to give you a few pointers to help you develop the right mindset, so you can achieve success in your business. Let’s get started.

# 1 Progress, Not Perfection

I believe in life-long, constant improvement. I also believe that there is no such thing as perfection, especially when you involve people.

Humans are naturally flawed. To think that you can do anything perfectly, on a consistent basis (or ever), is highly unlikely. However, you can keep making small improvements every single day.

Over a period of time, those small continuous improvements can pay huge dividends. This is known as the Slight Edge principle.

# 2 Think Long-Term

Short-term thinking is like a bad disease. In fact, short-term thinking is a huge problem in America, and throughout the rest of the world. Few people think past the weekend. That’s why people spend more time planning for their annual vacation than they do planning for their future.

One of the major differences between entrepreneurs and employees is the way they think. Entrepreneurs typically think long-term whereas employees typically think short-term.

Successful network marketers have a two to five year plan for their business. Some even have a 10-year plan. This gives them purpose and direction. Every decision they make is based off their vision.

Just because you’re a MLM Rep doesn’t make you an entrepreneur. You have to earn that right. You have to reprogram your mind and get rid of the short-term thinking.

Nothing worth accomplishing happens overnight. Good things take time. Most businesses take a couple of years, just to get profitable.

Simply put, I recommend you make a minimum FIVE-YEAR commitment to your network marketing business before you decide if it is right for you, or not.

# 3 Manage Your Emotions & Expectations

The MLM World can be an emotional roller coaster. People get excited that someone might join their business and disappointed when they don’t.

You need to learn how to control your emotions. You need to be constant. You need to detach yourself from what other people say and do. This was a big challenge for me, since I am naturally an emotional guy.

I see so many people join our business excited only to fizzle out 30 to 90-days later. I’d rather sponsor a non-excited person than an excited person. What goes up must come down.

You want to be the lighthouse, not the tide.

# 4 Be a Student of Your Business

You should never stop learning. You must be a student of your business at all times. You should invest in books, CDs, seminars, webinars, and conferences every single month.

You must commit to lifelong learning. Learn everything you can about your company, the products and the industry. This will help you separate yourself from your peers. At a minimum, read a book a week, listen to a tape a day and attend a seminar every 90-days. I learned that in Amway and it’s so powerful.

# 5 Set Goals

Successful people have WRITTEN goals. Committing your goals to paper is very powerful. Each year, set goals for the upcoming year. Once you do that, figure out what you will need to do each month, in order to reach those goals. Then, take your monthly goals and break them down into daily and weekly action items. This will help keep you focused.

If your goal is not specific, written down, and given a deadline, it is not a goal, it is a fantasy. 

# 6 Associate with Winners

We are who we associate with. If you want to move up the ranks in your company’s compensation plan, one of the best things you can do is spend time with other successful people in your company.

Hang out with people who have accomplished what you are trying to accomplish. Hang out with people who uplift you and encourage you and bring out the best in you.

Avoid haters and naysayers at all cost. Remember that who you will be in five years from now will be dictated by the books you read and the people you spend time with today.

# 7 Stay Plugged In

Network marketing is a team sport. The people who try to be a lone wolf and do everything on their own never make it to the top. Stay plugged in with your ACTIVE upline. Never miss an event. Attend all training, counsel with your upline each month, and follow the system. Be a product of the system, rather than reinventing the wheel.

In summary, those are 7 things you can do to help develop the right MLM Mindset.

The Mindset of a Great MLM Recruiter

I am currently the top recruiter in my company. Over the past 12-months, I’ve averaged about 13+ personal recruits every month. Some people might think that is impressive, but I do have friends who personally recruit more than 100 personals EVERY month in other companies, so I’m by no means bragging.

When I first joined this industry back in 2002, I did not have the right mindset, nor did I have the right skills. If you are in the same situation as I was back then, please do not compare yourself to me. Instead, just focus on getting a little bit better every single day, and being the best you possible.

My goal today is to get your thinking right so you can develop the mindset of a great MLM recruiter. It won’t happen overnight, but it can happen. If I did it, so can you!

Our thinking is what holds most of us back in this great industry.  Many of us have self-limiting beliefs, low confidence, or worthiness issues.  As a result, our prospects don’t see us as a solution to their problems.

Since “people join people” we have to get our thinking right so we can be someone worth joining.  Make sense? Follow the tips I share below and I believe you can eventually develop the mindset of a great MLM Recruiter.

How Great MLM Recruiters Think

Here is my best advice on how great MLM Recruiters think.

# 1 I believe in what I am offering people. I am 100% sold on our company, their products and our industry.

It’s vital that you build up your belief. You must be confident in what you are offering people. If you have doubts about any of the things mentioned above, it will be difficult to recruit people into your network marketing business (or sell the products).

# 2 I believe that my opportunity is a gift.

I know that what I am offering people can help them change their life for the better, but I also realize it is up to them to accept the gift. All I can do is share it with them, but they must decide for themselves to accept it.

# 3 I believe that I am a person of value and I am someone worth joining.

At the end of the day, we get paid based upon the value that we bring to the marketplace. Be someone worth joining. Be the type of person you want to sponsor. If you don’t truly believe that you offer your prospect REAL value by joining you and your company, recruiting will be tough.

# 4 It’s my job to share my opportunity with everyone and anyone and let them decide if it will be a good fit for them (or not).

It’s not our job to choose who will join the business.You never really know who will be a good prospect, or who won’t be good at the business. We are simply offering what we have to people. If they see the vision, great. If they don’t see the vision, great. We are simply looking for people who are looking. Our job is to be the messenger, not the message.

# 5 I am 100% detached emotionally from my prospect’s decision to join or not join. 

You must remove your emotions from the recruiting process. You can’t be attached to whether someone says YES or NO. If you are attached to their decision, you will be an emotional roller coaster. You must be calm, cool, collected and STEADFAST.

# 6 Nothing a prospect says or does makes me question my belief in the company, myself or the network marketing industry.

I am sold on what I am offering folks. Even if my mom said it was a scam, it would not phase me. I am pre-sold on the company, its products and the industry. I will not let Dream-Stealers steal my dream.

# 7 I act like a lamb and sell like a lion!

Tom Hopkins, one of the best sales trainers in the world, taught me this lesson. While most reps in our industry use hype, pressure or hard-selling tactics, I do the complete opposite. I remain calm, cool and poised.

I put my prospect at ease, ask questions to identify their pain point, and then offer a solution. I am enthusiastic, but my enthusiasm is CONTAINED and CONTROLLED.

# 8 What I lack in skills I can make up for in numbers.

This business is a numbers game, and also a game of skill and strategy. While I am refining my skills, I must approach more people.

I know that if I talk to some people I will make some money, but if I talk to a lot of people I will make a lot of money. (A lesson from Jeff Roberti)

My Best Tip

Work on your mindset every single day. Read books, listen to tapes, study your mentors, attend events and get a little bit better every single day. Spend time with people who uplift you, encourage you and bring out the best in you. Avoid the haters and dream-stealers at all costs.

The 97% vs. the 3% in Network Marketing

I’d like to take a few minutes to talk about the differences between the 97% and the 3% in our great industry. These are trends and patterns I have noticed during the past 16-years.

There are really TWO mindsets in our industry: the 3% and the 97%. 

I personally believe that SUCCESS is a mindset. Your “mindset” ultimately determines whether or not you become successful, not the other way around. Failure is also a mindset.

The success mindset is the 3%. The failure mindset is the 97%.

If you want to succeed in our industry, you have to adopt the 3% mindset, although you don’t have to start out that way. You have to look at what the 97% of the people in our industry are doing and then do the complete opposite.

You want to model the behavior, mindset and attitudes of the top 3% who are successful.

That’s what I am going to explain in the paragraphs below. I’m going to share the differences between the 3% and the 97%, so you can see what you NEED to do to be successful.

What the 3% Does

  1. Talks to MINIMUM five people a day about their products or business, at least six days a week and NEVER misses a day
  2. Sponsors new distributors and customers every single month
  3. Schedules minimum 1-4 hours to work their business every single day, no excuses
  4. Is their own best customer
  5. Has a written business plan and written goals
  6. Has 100% belief in themselves, their company, their products and the industry
  7. Takes 100% responsibility for their business
  8. Is coachable and open minded
  9. Works on their personal growth daily
  10. Has the “I Can, I Will, I Shall” mindset
  11. Has jumped in with both feet
  12. Attends all training events and plugs into the team’s training system

What the 97% Does

  1. Is hesitant to approach people for fear of rejection or fear of failure
  2. Can go months without sponsoring anyone
  3. Tries to fit in the business when time permits, because it is not a big priority for them
  4. Has a few ideas of what they would like to accomplish with the business, but hasn’t written anything down on paper or been specific
  5. Uses some products, but also uses competitor’s products, or complains about the prices
  6. Has little belief in themselves and doubts if they can ever be successful
  7. Blames their lack of success on everyone and anyone but themselves
  8. Will not listen to anyone in their upline or follow their coaching
  9. Does not take personal development seriously
  10. Has the “I’ll give it a try mindset”
  11. Dabbles with the business and has not sold out to it
  12. Makes excuses as to why they can’t attend the company’s training events

How do you rate in each one of these areas? What can you improve upon? Are you part of the 3% or the 97%?

Be honest with yourself. I’m not judging you. What you do with your business is totally up to you.

I share these two MINDSETS with you for a reason. First off, you deserve to know what type of mindset you will need to have if you want to be successful in the industry.

Also, you must realize that 97% of your team will be 97%ers. You need to know how to deal with them and how they think.

You need to be able to teach the 97% how to think and act like the 3%. It’s hard to turn every 97%er into a 3%er, but it is possible. It’s a process and it won’t happen overnight.

The best thing to do is to look for people to sponsor who already think like the three percent!

In addition, you must lead by example. Be a sterling example for others to follow and inspire them by what you do on a daily basis. Show them what a winner looks like!

If you do that, you will attract the right people and some of the 97%ers will jump on board and become 3%ers.

Also, remember this. You need the 97%ers. This is where MOST of your volume comes from each month.

Love on them. Accept them. Be happy you have them on your team. But don’t sit around and wait for them to build a business.

Most of your team’s growth will come from the 3%ers. They will recruit other 3%ers and 97%ers.

It’s your job to create a team culture that helps people grow and keeps people around UNTIL they make the decision to become a 3%er or lead you to someone who is!

Final Thoughts

There you have it folks. These are my best tips on developing the right MLM Mindset. What are your thoughts? How do you think? What do you believe has helped you achieve success or held you back in this great industry? Leave a comment below to let me know what you think. I look forward to hearing from you.


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Chuck Holmes
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4 thoughts on “MLM Mindset Training: Think & Act Like a MLM Top Earner”

  1. I am a firm believer that the best network marketers use all of the strategies you mentioned here. It is important not only to go wide, but to go deep too. As with digging a whole in the ground, both deep and wide must compensate each other. I am also strongly supportive of being product focused. I believe any new network marketer should start by getting a few product customers because this provides immediate profits that can help motivate and drive the person to bigger and better things. Besides, without product sales, the company will not survive.

    Thanks for this great post.

  2. I think it it a beginner’s mistake to place more emphasis on high numbers than on the quality of the people coming in. You can have 100 people in your business, but if they are not diligent, focused, and hard working they really aren’t doing anything for you. But just a few people who possess those traits can outshine the 100 you have doing mediocre work.

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