Paula Pritchard is a legend in the network marketing industry. Paula was the first single female in the United States to reach the status of Diamond with Amway. She has been in the network marketing industry more than 25 years now and she has built teams with more than 200,000 distributors. She has risen to the top ranks of several different companies to include Amway, Herbalife, NSA and MXI.
Her book “Owning Yourself: Learn How to Create an Income Long After Your Work is Done” is a tremendous book that would benefit any network marketer. My friend sent it to me in a book swap and I really enjoyed it.
What I want to do in the rest of this blog post is share some of my favorite quotes from her book. Each quote is in bold and italics. After each quote I will provide my own two cents. The quotes are listed in no particular order.
# 1 You will find that the fundamental principles of network marketing do not change. This business is based on fundamentals that have not changed for the past fifty plus years. Those fundamentals are prospecting, inviting, showing the plan, following up, getting a few customers and helping your team do the same thing. There is no need to over-complicate things or make things difficult. Even with the internet, the fundamentals do not change.
# 2 The best business will always be the one that combines high tech and high touch. By all means, leverage systems and tools to grow your network marketing business, but don’t leave out the high touch. Get good at building relationships and friendships with others. Don’t neglect the little things. The little things are what count the most!
# 3 Learn from the people who are where you want to be. Find a mentor who has already achieved what you are trying to do and follow their lead. Never get advice from someone who isn’t qualified to give it to you. I always tell folks to be careful who you listen to because you might end up just like them.
# 4 Network marketing demands a lot, but it gives a lot in return. In the beginning of your business building efforts you will do a lot of work and not earn very much. It takes time to build your foundation for success. It takes a big commitment to make it to the top. But, if you stick with it and develop your skills, you will EVENTUALLY get paid MUCH more than the hours you work.
# 5 Some of us are so busy making a living we don’t have any time to make any money. Don’t confuse making a living with making a life! If what you are currently doing in life isn’t giving you the rewards you want, you must change. It’s true; insanity is doing the same thing over and over and expecting something different to happen. If you build your business right, you will have the time and money to live the way you want to live.
# 6 If your group doesn’t excite you, you’ve got the wrong group. If you have to motivate and babysit your group to get them to do something, you are working with the wrong people! You aren’t a boss or babysitter. Your job is to find self-motivated folks and work with them.
# 7 The only difference between you and those at the top is that they have heard more nos. The people at the top ranks in your company are not an overnight success story. They have had more no shows, more rejection, and more disappointments than you. That’s why they made it to the top. You don’t succeed your way to success, you fail your way to success.
# 8 People want to follow people who know where they’re going. Everyone wants to follow a leader. You don’t need to be a top earner to be a leader, but you do need to have a clear vision about where you are going and WHY you are doing it. You should know who you are and where you are headed. Act like a leader and you will attract others into your business.
# 9 The only thing you can control is how many people you talk to. This might just be the best tip on this entire list. You can’t control who gets in, who doesn’t or who builds it. You can only control how many people you expose the business and products, too. Work the numbers and everything else will work itself out.
# 10 The discouragement in network marketing comes when your expectations are unrealistic and you lack the understanding of how important it is to hang in there and let the numbers work for you. So many folks get involved in our industry with a lottery mentality. They’ve worked in a job for years and are broke, yet they expect to make instant and easy money in our industry. MLM is a business. It takes time to build a profitable and successful business of any kind. I tell everyone don’t expect to make any money your first year in business. If you don’t have realistic expectations, you will get frustrated and quit.
# 11 I also learned that you could not control what they did – you could only control what you did. Once again, you can’t make your team do anything. You can try, but it’s typically a waste of time. In reality, you can only control your own actions! Stop worrying about what your team is or isn’t doing and lead by example. Focus on your own actions and inspire others to greatness (by what you do).
# 12 I would work with those who deserved it not demanded it. You want to work with the people who are PRODUCING. I can’t stress that enough. If someone isn’t producing or at least trying to produce, don’t work with them one-on-one. By all means don’t abandon them, but work with those folks in a group setting. Save your one-on-one time for your producers. Read more about who to work with.
# 13 Success doesn’t come from something you say or do in one day. Rome wasn’t built in a day. Good things take time. It takes time to lose weight, to build a fortune and build a successful marriage. The same holds true in MLM! It will take you several YEARS to become successful, only if you are persistent and consistent. It’s definitely not a get rich quick type of thing! Learn more about how long it takes to become successful in MLM.
# 14 Everything you do should be duplicatable. This is a great point. You want to keep things so simple that even a caveman could do it! You need something that everyone on your team can “potentially” do. If your system is too hard or too complicated, your team won’t do it and your business won’t grow much. Learn more about duplication.
# 15 You never want to convince anyone to get involved because then you’d have to convince him or her to do something, and that’s work. I’ve learned this one lesson through trial and error. What you are looking for is self-motivated people! I cannot stress that enough. Your job is to FIND self-motivated people, not try to motivate people!
# 16 Success is the number of times you tell the story or show the business. If you want to be successful in network marketing you must work the numbers. That’s all there is to it. The people who make it to the top work the numbers and the people who fail don’t work the numbers.
# 17 Approximately 96% of the population needs to be told what to do. Studies show that only 4% of us can work on our own, with just a little supervision. Most of the folks on your team have never owned a business before, so they have no idea about what to do. One of the best things you can do with your new team members is to give them assignments. You don’t want to boss them around, but you do want to point them in the right direction (if they let you).
# 18 I believe you will only build a business as big as your vision. If your vision is small, you’ll build a small business. This is another valuable lesson. Successful people SEE things before they exist. It’s true, what you think about is normally what you get. Think BIG. And then roll up your sleeves and get to work!
# 19 Look for people just like you with enthusiasm, excitement and vision. Your job is to look for folks with certain qualities. Ideally, you want people who are goal oriented, positive minded, entrepreneurial in nature, hard working, think highly of themselves and want more out of life. Learn more about your ideal prospect.
# 20 Amateurs convince; professionals sort. This lesson is paramount. Your job is not to convince anyone. Your job is to work the numbers and let the numbers work themselves out. You want to FIND people, not sell or convince people. Learn more about sifting vs. sorting.
In summary, “Owning Yourself: Learn How to Create an Income That Continues Long After Your Work is Done” by Paula Pritchard is an amazing book. Overall, I give it an 7 of 10 and highly recommend it others. If you haven’t read it yet, you should buy a copy.
After reading the quotes I listed above, which one is your favorite and why? Leave a comment below to tell me what you think. I look forward to hearing from you.