Dear Uncle Russ: Why would anyone do network marketing when they could just find a product to sell and not have to deal with all the work involved in growing a team? Skeptical But Curious - Upstate New York

Dear "Skeptical:"

I can think of several reasons off the top of my head that would include: the cost of promotion; dependability, efficacy, and availability of a product, but the one that jumps out in front of them all is leverage...of effort. No matter how good "you" are at selling or anything else for that matter, you are an "army of one," limited to your own efforts and restricted by the limitations of time.

The famous industrialist J.P. Getty has been quoted, ad nauseam, for supposedly saying "I would rather be paid on 1% of 100 men's efforts than on 100% of my own."

For more than three decades I have been teaching a principle in network marketing that I call a "duplicatable effort." This consists of a nominal effort that literally anyone could easily do, even if they had what most consider non-negotiable "other commitments" such as a job, family, worship, exercise, rest, etc. Each month one commits to being responsible for a minimum of $300 in sales effort by combining the actions of promoting/selling, consuming, and enrolling new people.

By itself, a $300 or more sales effort doesn't "float anybody's boat." However, if one simply thinks in terms of "leverage" and most would agree that no one committed to building an income would see the "DE" as an unreasonable action, the math becomes relatively simple. Do it. Teach them to do it. Teach to teach, to do it. Geometric progression takes care of the rest. Although, easily promoting, enrolling, and consuming $300 or "points" of the product will not, by itself "set you free," building a team of five or more, who build a team of five or more, who build a team of five, who build a team of...etc.... will.

What if in the next 18 months I could show you how to build an organization of 1000 or more who were all committed to a $300 duplicatable effort, and your compensation plan allowed for an average of a 5% "override" on those efforts? What would that look like? It would look like 15 "large" a month...that's what! OR... you could go sell $300,000 worth of products by yourself each month. Is MLM a great business model or what? 

Dear Uncle Russ: How do I respond to the question: "You just got into this business a month ago, how can you make product recommendations?" Billy the Kid - Austin, TX

Dear "Billy:"

Many people will be thinking this, even if they don't speak it. This is a perfect example of "listening to what they are not saying." The implication of this question, designed to throw you off balance, is to infer that you are "new" and operating on what you've been told or read about the product, and couldn't possibly be an authority in such a short period of time.

Little do they know, heh, heh, that you have USED the product or products yourself and had results beyond your wildest expectations! Results are so dramatic, in fact, that you would recommend your experience to anyone, even without being compensated for it, strictly on the strength of its own merit. The courage of conviction that occurs from an emotional/physical result of a product experience, in my opinion, is the strongest sales tool one can have in their arsenal. For one, unlike data or other written or recorded material, it is irrefutable. Further, it is logical that after such a dramatic product result, an "entrepreneur" may ponder the market for such a product or "line" of products and want to build a business around them. See where I'm goin' here?

I recommend the following strategy to anyone considering a network marketing business opportunity: Explore and try the product line. Find a product or products you absolutely fall in love with. Have your story ready... IF someone is open to or interested in hearing it. Build a business around your story. Have a blast.

Dear Uncle Russ:

Someone asked me the other day: "Is this the same opportunity you spoke to me about two years ago? Why aren't you further along? Why are you still doing it?" What would you say? Frustrated But Still Determined - Albany, NY

Dear "Frustrated:"

Thank you for this question. Thousands of network marketers hear some version of this and I imagine for many, their confidence and self-esteem often take the proverbial nose-dive. Tenacity and perseverance have to be two of the most underrated values necessary for success in not just this business, but in ALL business and not to mention, in life itself. My answer may surprise you.

Tell the truth. It might sound something like:

"Yes, it's true. Straight up? I didn't know what I was doing when I started this journey several years ago. I had a dream, a product experience, and quite frankly, little else...BUT I HAVE LEARNED SO MUCH since then! My Company has grown and expanded, I have an organization, albeit not a large one, but it is growing. I have coaches and mentors who know exactly what they are doing and have a long track record of success with this distribution model. I have a three-year business plan/strategy to earn six figures... a month, and I'm on track! I have recently expanded my company to 50 global markets. I have added several exciting new products since the last time we spoke, and my supplier has made several improvements to their compensation plan.

I have gone from looking or talking to anyone with a heartbeat, to selecting a small elite team of people that I care about and love working with and then immersing myself in their success and goals. I'm currently looking for two or three key leaders who love people and are committed to listening to concerns and commitments. My intention is to, in the next 12 months, assist those candidates in building an additional six-figure-a-year residual income. My prospects' success will take hard work, courage, vision, and guts...AND I "insist" that we have a ball while we're working together!

Do you know anyone who might be open to having a conversation about that? If not, would you like to hear about my new product additions...I just LOVE preferred customers!"  

That should either shut them up or enroll them, and you walk away with a smile regardless of which one, right? Remember to ask and answer the following questions to yourself and operate from them as a place to stand: What am I building? Who does it include? What does it provide? Why would someone want to be a part of it?

"Frustrated:" I acknowledge your passion, commitment, and your persistence. Keep your eye on the prize and remember you are never alone! 

Love, Uncle Russ