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!
First off, retailing should be your number one objective when you are first getting started in the business. When you first join a network marketing company, before you try to sponsor anyone, you should go out and find 5-10 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 20 or so customers to find 5-10 loyal, repeat customers. Whatever you do, keep acquiring customers UNTIL you have at least FIVE good customers. You need to do this for two reasons.
First off, it helps you make a solid retail profit in your business, so you make enough money to get your products for free each month, cover your business expenses and even have some profit left over. With most network marketing companies 5-10 good retail customers is worth at least $100-$200 per month to you.
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 5-10 loyal customers, you now have a profitable business, AND you can teach others to 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 find 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 5-10 loyal, repeat retail customers in one to two months. That’s very conservative and very doable. Once you’ve done that you can move to the next step.
Step two is recruiting, also known as 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 as quickly as possible. In order to do that, you’ll probably need to sponsor 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 10-20 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.
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 five to ten customers and their three to five serious people.
Just 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!
Million Dollar Wisdom
If you get nothing else out of this article, remember this. Width gives you immediate profit, but depth is where your long-term security and long-term money comes from. Ultimately, you want DEPTH. You want three to five legs, each hundreds of levels deep. You can do that by tap-rooting. Make it a goal to help everyone you sponsor sign up at least one new person, and then start working with that person. Keep repeating this process over and over and over in depth and never stop. Always work at the deepest level of your organization, with the newest, most excited person.
In addition, about 90% of your team will simply be product users, about 8 percent will be part-timers and about 1-2 percent will be “all in.” Remember that the 90% is vitally important for your ongoing residual check. Treat them well and let them know you appreciate them, but spend about 80% of your time with the 1 to 2 percenters and about 20% of your time with the 80% part-timers. Do that and you will be well on your way.
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 5-10 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 rise to the top ranks in your compensation plan.
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.