Today, I want to educate you about the law of averages in MLM. Contrary to what you might have been taught, this business is a NUMBERS GAME, initially. Once you sponsor someone into the business it becomes a people business and relationship business, but you must work through a large pool of people to find quality people to join your team and work with (and build relationships with). Anyone who tells you otherwise is lying to you!
Even if you are an excellent recruiter, MOST people will tell you NO. Like any other selling profession, there is a law of averages in our industry. In other words, if you work through a certain number of people you should expect a certain result. It will vary from person to person, when you factor in things such as skill-set, mind-set, timing, and quality of the prospects, but I’ve found that generally speaking, the numbers are the same for most people.
The law of averages is the idea that something is sure to happen at some time, because of the number of times it generally happens or is expected to happen. On the law of averages we just can’t go on losing. ~ Collins Dictionary
The Law of Averages in MLM
Here are some averages I have experienced during my own network marketing career. Everyone’s averages will be a little bit different, but this seems to be about the norm for most successful distributors I have talked with personally. I strive to be a little bit conservative, so don’t be surprised if your own numbers are a little bit better than this.
- About one in five people you prospect will agree to see a complete presentation
- About one in every five people who see a complete presentation will sign up as a distributor
- About one in every five people you sign up as a distributor will do ANYTHING at all do build their business; the other four will do NOTHING and quit
- About one in every five distributors who do anything at all will be a rock star
- You need about five rock stars in most companies to make a solid six figure income
Assuming these numbers are true, and I believe they are (individual results will vary), here is what you could expect if you want to build a large and successful network marketing business.
- Talk to 3,125 people
- To show 625 presentations
- To sponsor 125 people
- To get 25 who do anything at all with the business
- To find your 5 superstars who are responsible for 90% or more of your income
Putting It in Perspective
This might sound impossible to do, but it’s not, especially if you break it down into bite-sized chunks. The only thing that really matters is the number of people you talk to each day.
For instance, if you prospect just two people a day, you could work through these averages in a little over four years. If you talk with five people per day you could work through these averages in just shy of two years. If you talk to ten people a day, you could work through these averages in about ten months. How awesome is that?
The only question you must ask yourself is “how many conversations with prospects will I have each day?” Once you pick a number, you must have the discipline to actually do it.
It’s also important to note that most top earners in our industry have sponsored somewhere around 100 to 500 people personally, yet make most of their income from the efforts of just two to five of those people. While 100 to 500 personally sponsored people sounds like a lot initially, if you sponsored just one person per week, you could knock this out in two to ten years. Not bad!
Why People Don’t Join Your Team
There are a variety of reasons why people don’t join your team. First off, not everyone is cut out to be an entrepreneur. In fact, most people aren’t. Most people have no desire to start their own business and be their own boss. In addition, not everyone is open minded to different ways of making money. Most people have been taught to get a job from the time they could walk. So don’t be shocked when people think what you do is crazy.
Other people simply aren’t a good fit for your company or network marketing. It really has nothing to do with you. Each person you talk to is different. Accept it. Embrace it. Look for people who are looking.
Don’t take the No’s you get personally. Just work through the numbers and let the law of averages in MLM work itself out.
How to Improve Your Averages
There are only two ways to improve your averages as I see it. The first thing you can do is improve your skills. Become a student of your business and make a decision to become a network marketing professional. Learn everything you can about the industry so you can offer value. Remember that people don’t join businesses, they join people.
The second thing you can do to improve the law of averages in MLM is talk to better qualified prospects. Identify a specific target market and focus most of your marketing and recruiting efforts on people in that target market. If it were me, I focus my efforts 100% on people with MLM experience and people who are entrepreneurial minded.
In conclusion, these are my thoughts on the law of averages in MLM. When you work the numbers, everything else falls into place. You can’t control who gets in and who doesn’t get in the business, and you can’t control who gets in and does the work and who doesn’t, but you can work through the numbers and let the law of averages take its course.
I would love to hear what you think about the law of averages in MLM. Do you think the numbers I shared are realistic and accurate, or do you think I am way off? Leave a comment below to let me know what you think. I look forward to hearing from you. Have a great day.