Let’s continue our series on the latest challenges we are facing in network marketing, and my self-proclaimed “new rules” for how we have to do the business. (If you missed the first four, make sure to go back and read them here.)
This post, I want to explore the issue of integrity, and how straying from it can cause low morale and great dysfunction in your team – and greatly diminish the results you’re trying to accomplish.
Let’s explore a frequent occurrence in our space:
Danny wants to reach Diamond Director, a big rank with his company. He hasn’t really built the foundation for this, and his team and volume aren’t consistently growing. But one month, he’s really close. Maybe there’s a new product launch or a special promotion that gets him almost there.
Possibility one, he buys his way in. Or possibility two, he or someone in the sponsorship line make a charity appeal to the team. (“Hey guys, Danny is making a Diamond run. If everyone will order two extra boxes of product this month, we can get him over the top.”)
Sure enough, Danny breaks Diamond. He gets that coveted pin, the company profiles him on the website and marketing promotions, and he walks across stage, basking in adulation at the annual convention.
But what happens next month?
Everyone on his team bought extra inventory the month before, so his volume tanks. (Or if he bought in, he still doesn’t have the base volume to qualify.) But Danny has a Diamond pin, so the team puts him up on the stage for training and opportunity presentations. He regales the team during trainings about the glamorous lifestyle of a Diamond Director. He testifies at opportunity presentations about the $1,000-a-month car bonus and award trips that Diamonds qualify for.
The only problem is, Danny never actually experienced any of that...
And every time he makes a presentation, there are dozens of people above him that realize he qualified one month, and never achieved any of those benefits again. There are probably even people below Danny in his structure, that are smart enough to connect the dots and realize he’s talking about status and rewards he doesn’t have.
And that creates some serious dysfunction…
Because now people are wondering. If Danny doesn’t really qualify and he’s being edified on stage, maybe some of those other leaders aren’t qualified as well. Who knows, maybe all those leaders claiming to be qualified aren’t qualified as well. Or maybe most are qualified, but if they stretch the truth about Danny being a Diamond, what else might they be exaggerating or fabricating?
This is the kind of doubt and distrust that can kill an organization. And creates all the (your company)sucks.com websites, negative publicity and regulatory attacks.
So how about we all agree on…
New Rule #5: We Don’t Put People On Stage Claiming Rewards and Status They Don’t Qualify For
And by “on stage,” I also mean presenting via streaming broadcasts, webinars, and other recruiting tools as well. Let’s stop putting people in positions that take them out of integrity. It ultimately serves them better, and it will keep the culture in the organization congruent, strong and functional.
One quick note: you guys who subscribe to my MLM Leadership Report will be getting a message tomorrow, offering a special $1 trial offer for the Gage Leadership Academy of Network Marketing. I suggest you shout this out in a big way to your team. It will make a huge difference in the activity, recruiting and volume. If you’re not a subscriber, or you want an early link, go here: http://www.gagevt.com/now
I’ll be back soon, with some more New Rules…