Let's talk more about problems. Here is an example.
>> Problem #1: My sponsor doesn't help me.
Is that a common problem? I hear it all the time. People call me and complain:
'I can't become a leader. I can't even become a good distributor because my sponsor doesn't help me.
'This is easy to identify as distributor thinking. Here is the story I tell the caller to help change his distributor thinking into leadership thinking:
Here's what happened to me when I first started in network marketing. I was in business for one year and ten months and had no distributors and no retail customers. I was an absolute failure.
A concerned leader would come to me and say, 'Tom, you're not doing very well.
I had to defend my failure so I would reply, 'Of course I'm not doing well. My sponsor doesn't help me. He doesn't know any more about this business than I do.
Then the leader stared at me and said, 'Tom, tell me about your sponsor. Did he sponsor anybody else besides you?
'Oh, oh. This was getting personal now. I had to admit that my sponsor had indeed recruited other distributors into the business, but most of them were not successful either. Maybe just one or two of them became successful.
And the leader closed with this cutting remark. He said:
'Tom, tell me about the one or two other distributors who are successful. Don't they have exactly the same sponsor as you do?
'Ouch! That was mean!
But all of a sudden, I got it! I understood that I couldn't blame my sponsor. After all, success had nothing to do with him because he sponsored successful and unsuccessful people. And if it didn't have anything to do with the sponsor. That left . . . me!
My distributor thinking instantly changed to leadership thinking because of this incident.
And when I tell this story to distributors who call, do they change their thinking that quickly also?
No. Maybe after listening to my story, they change their thinking just a little bit - a little bit closer to leadership thinking. You might have to tell several stories over a few weeks to completely change their thinking concerning this problem.
You're not going to change someone's thinking from distributor thinking to leadership thinking overnight. However, you have to start somewhere,so why not start accumulating your stories now?
>> What doesn't work. Let me tell you what I found is a complete waste of time.
Lectures. Lectures don't work. If you want proof that lectures don't work, just think back to when you were a teenager and how many lectures you received and how well they worked. Point made.
>> Lectures don't work - stories do.
So the best way to change a potential leader's thinking is with stories that illustrate graphically:
'Hey, this is reality. This is what works in the real world.
'That's what happened to me when I found out that who my sponsor was didn't matter when it came to my success. I couldn't deny the facts. Other distributors had the exact same sponsor I did. At that moment of enlightenment, I jumped from distributor thinking all the way to leadership thinking on that one issue.
Unfortunately, I had some other issues too. But I overcame them in exactly the same way, by recognizing a different way of thinking through the power of stories.
>> Problem #1: My sponsor doesn't help me.
Is that a common problem? I hear it all the time. People call me and complain:
'I can't become a leader. I can't even become a good distributor because my sponsor doesn't help me.
'This is easy to identify as distributor thinking. Here is the story I tell the caller to help change his distributor thinking into leadership thinking:
Here's what happened to me when I first started in network marketing. I was in business for one year and ten months and had no distributors and no retail customers. I was an absolute failure.
A concerned leader would come to me and say, 'Tom, you're not doing very well.
I had to defend my failure so I would reply, 'Of course I'm not doing well. My sponsor doesn't help me. He doesn't know any more about this business than I do.
Then the leader stared at me and said, 'Tom, tell me about your sponsor. Did he sponsor anybody else besides you?
'Oh, oh. This was getting personal now. I had to admit that my sponsor had indeed recruited other distributors into the business, but most of them were not successful either. Maybe just one or two of them became successful.
And the leader closed with this cutting remark. He said:
'Tom, tell me about the one or two other distributors who are successful. Don't they have exactly the same sponsor as you do?
'Ouch! That was mean!
But all of a sudden, I got it! I understood that I couldn't blame my sponsor. After all, success had nothing to do with him because he sponsored successful and unsuccessful people. And if it didn't have anything to do with the sponsor. That left . . . me!
My distributor thinking instantly changed to leadership thinking because of this incident.
And when I tell this story to distributors who call, do they change their thinking that quickly also?
No. Maybe after listening to my story, they change their thinking just a little bit - a little bit closer to leadership thinking. You might have to tell several stories over a few weeks to completely change their thinking concerning this problem.
You're not going to change someone's thinking from distributor thinking to leadership thinking overnight. However, you have to start somewhere,so why not start accumulating your stories now?
>> What doesn't work. Let me tell you what I found is a complete waste of time.
Lectures. Lectures don't work. If you want proof that lectures don't work, just think back to when you were a teenager and how many lectures you received and how well they worked. Point made.
>> Lectures don't work - stories do.
So the best way to change a potential leader's thinking is with stories that illustrate graphically:
'Hey, this is reality. This is what works in the real world.
'That's what happened to me when I found out that who my sponsor was didn't matter when it came to my success. I couldn't deny the facts. Other distributors had the exact same sponsor I did. At that moment of enlightenment, I jumped from distributor thinking all the way to leadership thinking on that one issue.
Unfortunately, I had some other issues too. But I overcame them in exactly the same way, by recognizing a different way of thinking through the power of stories.
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