This week’s post is from David H. Hooker. David is the Executive Vice President of Strategy India, a leading direct selling consultancy firm. He is recognized as one of the world’s top public motivational speakers on the subject of direct selling. David began his direct sales career starting selling door-to-door over 40 years ago. Over the years, he has held senior executive positions with several major international corporations leading them to success with their international business development programs.
Guest Post by David H. Hooker
YOU Build Your Dream First
For many years we have been taught by writers and speakers from around the world that “the more you put into the lives of others, so the more will come back into your own”.
Well, this might be true when it comes to love and marriage. It might be true when it comes to bringing up children. It might also be true when developing new relationships.
But it is definitely NOT true when it comes to business, and even more so in our business, the business of direct selling.
For many years direct sellers have been taught by well meaning corporate executives and uplines to always work with the downline, to help those in your downline achieve their goals, to help them achieve their dreams. But never has anything ever been so far away from the truth. Never has an advice ever been so misleading.
That one simple piece of advice has been the downfall of so many good direct sellers; in fact it has broken more dreams than made them.
We are taught that if you help to put money into the pockets of your downline it will ultimately put money into your own. Well, I’m here to tell you that it doesn’t make sense and does not work that way! What makes more sense, and does work, is to put money into YOUR pocket first and have your downlines follow your example.
When you joined the world of direct selling-MLM it was not to make other people rich! It was not to make the dreams of others become reality!
You joined because YOU wanted to make extra income.
YOU wanted financial independence.
YOU wanted wealth and riches.
YOU had your own dreams that needed turning into reality.
That being the case why then do we spend so much time working and developing our downlines when we should be working on, and developing ourselves.
You need always to remember that you are in business, not by yourself but FOR YOURSELF! And the first rule of being in business is that you need to start generating income as soon, and as fast as you can, and the easiest and simplest way of doing this is by developing a a small but compact retail base. This is the only area of income in which you have absolute control and where you can guarantee what you earn. From this retail base you generate income and you develop new contacts from which you derive some great referrals.
But it’s not just that, there is one hidden benefit from building a retail business.Your downline will follow your example, they will retail and you will make wholesale profit based on their turnover. Now you truly are in business where YOU have a retail business and a wholesale business and it is from this base that you can start to build an organization.
Build an organization of retailers, let them see how they derive income from other retailers and you now have an organization whereby everyone is making money, everyone is happy, and everyone is duplicating each other.
This first basic step, as described above, is all too often ignored or missed by most if not all direct sellers which is really surprising because it is the only safe and guaranteed way to build an organization.
Why is it ignored?
Because it involves leading by example, which is what most direct sellers try to avoid, and it is this lack of desire to lead by example that contributes to our downfall.
So what are we to do?
The first step is to take charge of your business and to fully understand your personal reason for being in business, and the second is to understand the purpose of sponsoring.
You are in business because you have unfulfilled dreams and ambitions. You have desires that are yet to be satisfied, you have dreams that are yet to become reality, and you want financial independence. It is for all of these things that you have given up your free time to invest in a business that will enable you to get out of life exactly what you want.
And sponsoring is your vehicle and means by which you will achieve your dreams and ambitions. It’s important to understand that you don’t sponsor people so that they can realize their dreams – you sponsor so that you can achieve YOUR dreams.
Direct selling-MLM is not about how much money you make, it’s about how many people are making you money. This therefore means that all your effort has to go into building an organization of retailers, who in turn build organizations of retailers and so the duplication process begins.
Make sure that everyone knows of your dreams and goals. You need to share your dreams with everyone that you meet, especially those that you and your downlines sponsor. Let them know why you are in direct selling -MLM, why you are in this business. Let them know that this is the best way you have found for realizing your dreams. Getting people to buy into your dreams is the first step on the road to success.
Next, let them know that by you sponsoring them how it brings you closer to your dreams. Let them know how you’ll be earning through their activity. This process is the simplest and easiest way of teaching people about direct selling.
Research has shown that 70% of all people do not have any real dreams, goals, or aspirations, but they do have a need for extra income. It is therefore our responsibility to show people how to make money, which is where the value of building a retail base comes into play.
Gradually, as your downlines see your dreams becoming reality they will soon start developing dreams and goals of their own, and once their dreams are in place they too will start the process of duplication, they will increase their activity, start achieving their goals, and your income will increase as a result.
Therefore, with respect I wish to change the teachings and suggest the following:
“The more that you put into YOUR life, the more will get transferred into the lives of others. You cannot transform lives until you have transformed your own”