Okay you earned a free bonus car. Your mother is proud of you. But we don’t really care.
Because it’s not really about your car. It’s what your car can mean to the rest of your team.
And the same is true for that luxury cruise you won, the big bonus checks you’re cashing, and the $50K watch you’re wearing.
Contrary to popular belief, nobody on your team is going to build better or bigger because you got a snazzy new Philippe Patek. In fact, a lot of times all the check waving and rah-rah actually un-inspires people.
No one wants to hear how rich, sexy, amazing, and happy you are. Or at least they don’t until after they heard how poor, unattractive, mediocre, and miserable you used to be.
It seems everyone is trained to tell their “story” in network marketing. All the bling, bonuses, and big bucks they made. But that doesn’t inspire people. Remember this:
The only reason you tell your story is for the lesson or inspiration it holds for the audience. Anything else is just beating your chest.
Your story is inspiring if it teaches us that you have faced some of the challenges, obstacles and adversity we are facing. And the fact that you persevered inspires us to know that we too can persevere.
Like authors or motivational speakers, we don’t tell our story because people are interested in our story. We tell our story because of the impact it can have on the audience.
So the first step in moving from an excited distributor to a leader who can motivate her or his team – is to be able to tell your story in an inspiring way. And do so from the perspective of the prospect.
So how do you do that?
Be vulnerable. Be empathetic. And most of all, be authentic.
You don’t have to have a, “I used to sleep under a bridge” story. (Unless you really did.) But you do need a story that reveals some of the challenges you faced. The fears you overcame. The sacrifices you were willing to make, to reach the success you have achieved.
If you’re just talking about your cars, watches, and trips, the candidates in the audience are thinking, “What an arrogant jerk. He doesn’t know anything about me and why is he throwing all his money and success in my face?”
Not a very good strategy for winning converts. Here’s what you need the candidates in the audience to be thinking…
“Wow. He (she) has been exactly where I am now. He faced down some of the fears I have and has overcome some of the challenges I am currently facing. He is qualified to lead me. And I want to follow him.”
And when that happens, you are on your way to becoming a leader in our profession.
P.S. This post is the first in a series. It’s an excerpt from my next book, which is about the leadership skills required in network marketing. Watch this space (and share this with your team) for more posts coming on the other leadership skills you need.