in the famous movie field of dreams (based on the excellent novel shoeless joe by WP Kinsella), the main character, Ray Kinsella, receives a message from beyond the earthly realm: “If you build it, he will come.” He has no idea what this means and the rest of the movie is about him searching for the meaning. Despite the fact that everyone, including his wife, thinks he has lost his mind, Kinsella proceeds to turn their Midwestern farmland into a baseball diamond. He builds it, at great personal cost, risk, loss of income, doubt, and humiliation. He builds it, and some of the best players in baseball history, including Shoeless Joe Jackson, come along.
Not only do they appear in this fictional account, but I am told that the actual field used to make the film now attracts thousands of tourists each year and that the business these visitors bring to the area is a boon to the local economy. Both in reality and in fiction, from the “dream” of one man, a new reality is created for others.
How many MLM executives and independent distributors suffer the same trials as Ray Kinsella in following their dream? Well, probably all. Network marketing is still, after more than fifty years as a way of doing business, much maligned and much misunderstood. My friends and family (especially my kids), for the most part, don’t understand what I do. They hear me talking on the phone, but it’s like I’m speaking a foreign language. Let’s face it, the road to MLM success (and the freedom that success can bring) can be a very lonely road.
Every MLM executive I work with, when it comes time to start recruiting, eventually asks me the same question: “How can I find leaders to build this company for me?” The answer is the same as the message received by Ray Kinsella: “Build it and they will come.” No worthwhile MLM “leader” is going to make this happen for the company. If they come together, they will do it to make it happen to them. And before they risk their time, expertise, and personal and financial resources, they want to be sure that the venture is ready, that the field has been built.
Many MLM companies are started because they lack the necessary capital to bring their products to market through traditional outlets. That requires millions of dollars in television, radio, and print advertising. It’s okay, up to a point. But the fact is that they will still have to find a way to build their business, even if the so-called “leaders” do not appear immediately. I promise you, if you build it, they will come.
How many “big hitters” from Amway, Herbalife, NSA, NuSkin, Melaleuca, etc. Have you been back to building great organizations with an exciting new venture? Bunches. These people are entrepreneurs. They are warriors. They love the challenge. The construction process is one of the greatest emotions in life for them. But make no mistake, they won’t build it for you. You, as an MLM executive or independent distributor, must build the foundation. You have to clear the trees and pave the road. You have to recruit, generate sales, and start making money before you can attract those who already know how to recruit, generate sales, and make money. Otherwise they don’t need you and there are plenty of other ways they can spend their time.
So how do you build, with limited resources, to the point where you can attract leaders?
With patience and persistence. You start with the “little people”. Those with modest goals and a true affinity for the products you sell. Sell the products first. If you can’t sell them (and this applies to both the company and the dealer), how the hell can you hope to find others who can? Post small ads (anything you can afford) on a consistent basis. You buy mailing lists and send postcards constantly. You talk to people, you talk to people, you talk to people, consistently.
Develop affective relationships. People will work with you harder and longer if they like you. And they will like you if you really care about their success and happiness. If you are looking for people to make money for you, forget it. Only masochists will be attracted to you. Help others and you will automatically help yourself. Get to know your downline, their lives, their loves, their fears. Link with them.
be strong but flexible. Nobody has all the right answers. MLM businesses that do not listen to and act on the best advice from the field force ultimately fail. Accept suggestions and even criticism with an open mind. Once you have a firm conviction, be unwavering in your determination. Don’t buckle up.
The recent explosion in the growth of home-based businesses attests to the fact that given the choice between working 40-80 hour weeks (even for a six figure annual income) and earning as much or even more working from home 20-40 hours a week, most people would prefer to work from home. Most people want to work smarter, not harder. Most people want more time with their families. More and more people realize that chasing the queue in the corporate world is not very fulfilling, no matter how much money they make. What is your dream? Do you want to work from home and earn as much or more than now? Do you want more time and freedom? Do you want to make new friends, travel and experience personal growth? Network marketing could be the answer for you. But first you have to get into the field.