Retailing vs. Recruiting vs. Team Building in Network Marketing

Today, I want to share my personal insights about retailing vs. recruiting vs. team building in your network marketing business.  You’d think this would be common knowledge in our industry, but for some reason it’s not.  I hope to fix that problem today!

Step One: Retailing

First off, retailing should be your number one objective when you are first getting started in the business. When you first join a company, before you try to sponsor anyone, you should go out and find 10-20 retail customers as quickly as possible.

I’m not talking about people who make a one time purchase either.  I’m talking about finding retail customers who sign up for auto-ship and order every month!

You might have to find 40 or so customers to find 10-20 loyal, repeat customers.  Whatever you do, keep finding customers UNTIL you have at least 10 good customers.  You need to do this for two reasons.

First off, it helps you make retail profits in your business, so you make enough to get your products for free each month, cover your business expenses and even have some profit. With most network marketing companies 10-20 good retail customers is worth at least $200 per month to you, if not more than that.

The second reason you want retail customers is because you haven’t earned the right to recruit people into a “money making opportunity” if you aren’t making money yet yourself (my opinion).

I know some of you will disagree with that, but that’s how I feel.  Assuming you’ve found your 10-20 loyal customers you now have a profitable business, AND you can teach others do the same thing.  Make sense?

The third and final reason you want retail customers is because you want to lead by example in your business.  You don’t have the right to tell your team to go out and get customers if you don’t have any customers yourself.  Let your actions match your words.  Lead from the front and make sure you are doing what you want your group to do.

Assuming you are building your business part-time, you should be able to find 10-20 loyal, repeat retail customers in three to six months.  That’s very conservative and very doable. Once you’ve done that you can move to the next step.

Step Two: Personal Recruiting

Step two is recruiting, aka personal recruiting.  This is when you offer the business opportunity to others. Your primary objective with personal recruiting is to find 3-5 SERIOUS people.  In order to do that, you’ll probably need to sponsor 60 to 100 people, maybe even more than that.

From personal experience, I’ve found that only about one in twenty to thirty people is serious. Using a one in twenty ratio, you would need to personally sponsor 60 to 100 people to find your three to five builders.  If you sponsor just one person a week, you could finish your personal sponsoring within one to two years.  Not bad!

Most of the people you recruit into the business will simply be a product user, even if they had intentions to build a business when they first joined.  Most people simply do not have the work ethic, vision, motivation, or commitment to build a successful business (of any kind).  It’s just reality.  I’m sure you have already figured that out by now.

Everyone’s number is different.  Some people will find their three to five serious people by sponsoring as few as 20 people.  Some distributors will have to sponsor much more than that. You can improve your success by talking to pre-qualified prospects and sponsoring up.  Once you have your three to five serious people, you can move to step three.

Step Three: Team Building

This is where the business gets fun.  This is where you shift your efforts and spend MOST of your time working with your three to five serious people.  Your job is to transfer your knowledge to them as quickly as possible and to help them find their 10-20 customers and their three to five serious people.

retailing vs recruiting vs team buildingJust to clarify, while you are helping your three to five serious people, you are still personally recruiting and retailing and working with some of your less serious people.  However, you’re probably only spending about 30% of your working hours doing that and about 70% of your working hours helping your serious people.

You want to work with each serious person (leader) until their business is established and they don’t need your help anymore.  At that point, you can start another leg to work with or simply keep working in depth!

Final Thoughts

This really is the key to success in our industry.  You want to work smart and know what you are working toward.  You want to start out by finding 10-20 good customers.  Once you do that you want to personally sponsor about 60 to 100 people (or more) UNTIL you find your three to five serious people.  At that point you want to focus on team building by working in depth.  By following the three steps mentioned above you should be well on your way to success in MLM.

What are your thoughts about this concept?  Does it make sense to you?  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 “Retailing vs. Recruiting vs. Team Building in Network Marketing

  1. Diamond Grant

    I also believe that having a strong base of retail customers is a need before branching out into recruiting others into the company. You need that foundation that is going to continually pour funds into the company. No one wants to be a part of a company that cannot prove it is making money, so we have to serve as the examples. Plus, in doing so we are teaching others strong business practices that will go on to benefit them as well.

  2. Greg Boudonck

    Like you, I wonder why this isn’t common knowledge Chuck. It just makes perfectly good sense, but I often find so many people who try to move backwards down the list.

    That is what I am doing with my business right now is just trying to find some customers. It comes by sharing samples and explaining how the products or services work with us. My biggest battle is overcoming the objections of people who have been mislead by network marketers before. It seems like one bad apple can ruin a large apple plantation.

    Very good post. Have a great week.


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