Today, I want to talk about a concept known as “the farm system in network marketing.” I wish I could take credit for this idea and claim it as my own, but I can’t. Larry Thompson, the MLM legend himself, first talked about the idea (that I know of anyway). What I’m going to do in the rest of this post is explain the concept in greater detail and also add my own twist to it (my thoughts).
The farm system is used in Major League Baseball. In essence, you have the pros, the AAA system, the AA system and the A system. The A system is the players with the least amount of experience and talent. The AA system is for players of a higher caliber, but still need some work and development.
The AAA system is for the players that are almost good enough to play in the pros, or right on the verge of entering the pros. And the professional baseball players, the pros, are a very small percentage of all baseball players. They’re the cream of the crop. Most players in the A, AA and AAA farm system will NEVER make it to the pros (probably less than three to five percent).
The farm system in network marketing (according to Larry Thompson) basically states that 80% of your team will only be interested in making $1000 per month. They have no desire to go any higher than that (in most cases anyway) nor do they have the skills or mindset to do so (not at the present moment).
15% of your team will be people who do the business on a part-time basis. These are fairly committed distributors, but not “all in” distributors. Most of these folks are simply trying to earn $3,000 to $5,000 per month with their network marketing business. Many of them are talented, but they don’t necessarily have the drive or desire to become a top earner. These folks would be equivalent to players in the AA farm system.
The next group of people is your 5%. These are your very focused distributors. They work their business daily, at least an hour or two a day. They have goals and aspirations and they are willing to do what the other 95% is not willing to do. Some will go on to become six figure earners (pros), or make enough to do the business full-time. Some will keep their jobs and just keep their MLM Income as a significant second income. These network marketers would be the equivalent of an AAA farm system baseball player. They’re talented, hard working, but not at the highest level yet.
Finally, you have your rock stars. These are the professional network marketers. In most cases, they are one half to one percent of your team (if that). These folks are the people who are “all in.” They eat, sleep, live and breathe their business. Their life is the business. They are focused, committed, and they will build a big business big, with or without your help. They’ve got the talent, the drive and the work ethic. In your farm system, they are the professional players, the best of the best.
What does all of this mean? As I see it, there are a few takeaways from this “farm system” concept:
# 1 It’s your job to segment your people – I’m not telling you to pre-judge your team or play favorites. But time is money and you have to work smart. You need to know the desire, talent and motivation of each person on your team so you know how and when to work with them. You can’t treat everyone the same because everyone is different. You want to support everyone, but you really want to lock arms with your AAA and professionals on your team. This is the best way to leverage yourself and explode your team. This small group of people will account for more than 90% of your team’s growth. You also have to keep your eyes and ears open for these folks in depth. That’s normally where you will find them.
# 2 Focus on the 80% when prospecting and recruiting – When you are prospecting and recruiting people, focus on the 80%. After all, most of the people you talk to will have no desire to make the big money. Most people would be more than satisfied with an extra $1,000 per month. And many folks who say they want to earn big money will quickly disqualify themselves once they find out how much work is required to become successful. If you only talk about the big bucks, you will scare a lot of people off. Many people feel unworthy or undeserving of earning that type of income.
# 3 Develop and upgrade people – In professional baseball, some people move their way up through each level of the farm system. Not everyone does, but some do. Your job is to mentor and develop people on your network marketing team and identify the people with the potential and the desire to achieve more. Through leadership, coaching, and one-on-one mentoring, you can help anyone move up another level in the farm system.
There you have it folks. This is the farm system of network marketing. The bottom line is that you have A, AA, AAA, and professional level players on your team, just like they do in baseball. Your job as a leader is to know each person on your team, to develop people when possible, and always keep your eyes and ears open for that next talented player on your team that can make it to the pros. Finding just two or three players like that can change your life and business for the better.
What are your thoughts? What do you think about the farm system in network marketing? Leave a comment below to share your thoughts. I look forward to hearing from you.