So far over the last three posts we’ve looked at the roles you play in securing lines. Now let’s explore how to lock things up into true passive income…
Ultimately you want the head of each of your lines to evolve into a top-level pin rank themselves. At this point, counseling may or may not be necessary any longer. You then evolve into more of a motivating presence for the line. You’re the living example of someone who’s made it, and simply being who and where you are motivates people in the organization.
You will probably be the guest speaker once or twice each year at the cross-line meetings in their area, and you may appear as a guest of honor at the Leadership Conference conducted by that pin rank distributor.
You should always be supporting the line in one of these capacities. You will move from counseling into motivating after the line is secure.
When we say that a line is secure, we mean that you have true walk-away income. If you were to stop working that line – it would continue to develop. This only happens when you have enough core leaders in that line.
By core leaders, we mean people who are completely self-motivated and practice the Core Qualities such as:
· Make regular presentations
· Develop a customer base
· Use all the products
· Practice daily self-development time
· Attend everything
· Are teachable
· Edify the sponsorship line
· Are accountable
· Follow the system
The reason that most people fail in networking is that they fail to identify and work with leaders.
They are concerned with the number of people in their group or what their volume is, and they fail to key in on leaders. They are only working their pay levels, or, in many cases, their first levels. To succeed in networking, you must identify and work with your leaders, regardless of what level they are on. This is the only true method to secure lines.
Much of the time when you are building depth, you will be working out of your pay range. Don’t be concerned with that. You are building your future security.
Once a line is secure, you begin working more in an inspirational and motivational capacity. You then have the option to stop working and reap your residual income – or open new lines to expand your income.
Don’t be deceived by high volumes, or the number of distributors in a line. High volumes are easily generated by super sales types who are not able to duplicate and will eventually die off. This same type of salesperson can often sell a large number of people into a program who have no intent to build a business. They basically got involved because they didn’t know how to say no. These names may look good on your printout, but they will never duplicate. The only true barometer of a line’s strength is the number of leaders in it who are following the system.
As you work with new distributors, invest time in them early on to see if you have a builder. Look for the Core Qualities. When you find someone who is willing to “Go Core,” and they want to work a two- to four-year plan – then edify the sponsorship line and plug them into the system.
Your goal should be to build your people up to at least a $5,000 a year income as quickly as possible. This $5,000 a year is what I consider the point past break even for most distributorships. They’ll need that much to buy their marketing materials, finance their self-development program and attend the functions. Once you can get them to this level, It doesn’t cost them anything to work the business, and anything they do from that point on will put them into profit. The secret is keeping people in the system for two years. Once they are in for this long – they know too much to ever go back.
Most importantly, they can afford to attend the functions and practice their self-development programs. Believe it or not, this is the most important part of the building-depth process. You don’t sponsor pin rank distributors, you grow them.
People must attend the functions so they can associate with positive, successful people. To hear about them or listen to them on CDs is not enough – they need to meet them. Attending the functions and meeting the leaders builds their belief level in themselves, the company, the products or services, and the profession. Obviously, they need the skills training that the events provide, but the belief they develop is even more important.
Likewise, for the self-development program…
Here’s the reality. Most of the people you sponsor into the business will have a low level of belief in themselves and their spouses. They will be in debt, anxious about the future, and have a very negative view of the world. Their entire life has been spent among the dream-stealers – people who tell them how bad they are, how tough it is, and why they can’t succeed. They must have counter programming against this message, and that’s what the daily self-development does.
Your self-development program teaches your people that they can seek more; it’s okay to be healthy, happy and prosperous; and that they really can live their dreams. This is a radical, mind-boggling concept for most people – one that they will need constant, positive reinforcement on before they will be able to accept it. And once they accept this – they will still need constant, positive reinforcement to counteract the steady barrage of negativity our society exposes them to. The functions and self-development programs promote belief and keep people motivated. The pipeline process gives them the step-by-step system to follow in order to manifest their beliefs into reality.
Once you get your people locked in with these, their income continues to grow. And eventually they’ll be earning more money with you than they have ever earned anywhere else. Congratulations, you now have a secure line!
So how you doing on this?