Lesson #2 (How To Be Successful)

In Lesson #1 we discussed that the fastest way to builda large organization is through the help of leaders. We also defined the difference between a network marketing leader and a distributor.

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When we focus on leaders, it changes how we build our business.

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People always ask me:

'Big A, what's the secret to success in network marketing?'

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I have a quick, short answer that I've used for years and it goes like this:

'To be successful in network marketing, all you have to do is build leaders and make them successful.'

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In other words, if you had a choice to go out and do a retail party to sell some skin care or long distance or whatever, that's nice - but that's probably a job. That's not building the type of residual income business you want.

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While this activity is part of your business, this activity will not be the fastest route to your goal of becoming a leader. You have to think differently if you're going to build a large and successful downline organization. You're going to carefully focus on which activities you do, because you want to be a leader.

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>> I'll show you the difference.

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Several years ago, I went over to start a downline in England. I arrived and a friend of mine, John Church, met me at the airport. Because I had a relationship with John, he had already committed to becoming a distributor - even though he had no details.

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As I walk off my plane, John is waiting for me. He has his first prospect with him, a man named Brian. Well, I gave a horrible, jet-lagged presentation and Brian joins. He didn't join because of my presentation. He joined because hewas a friend of John Church.

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Relationships do make a difference.

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John Church and I then proceeded to drive towards his home so I could get a bit of sleep. Before we arrive at John's home, his mobile telephone rings. It's his new distributor, Brian.

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Brian says:

'I have a contact about eight hours away in Scotland and I would like it if you could go talk to him. I just hung up the telephone with him and he said he may or may not be interested - but he would take a look at the business if you'd drive up to meet him. He'll come two hours closer if you will drive the other six hours.'

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John looked at me and said:

'Eight hours?'

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I replied:

'Tell Brian that it's no problem. We're on our way - just give us directions.'

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Well, I didn't get that nap I wanted. Instead, John and I just kept on driving to Scotland.

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Along the way, John said:

'Are we crazy? We're driving six hours for someone who might not even show up!'

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I said:

'That's OK.'

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John gasped:

'What do you mean, it's okay? Six hours up and six hours back and this semi-committed prospect might not even show up!'

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I explained my position:

'John, we're not going there to give a presentation. We're going there to support Brian. We want to let Brian know that because he wants to be a leader, we're going to help him to the ends of the earth no matter what until he becomes a leader. If this prospect shows up or not, it's irrelevant. It's no big deal. We're driving six hours to show our commitment to Brian.'

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That's the difference in focus I'm talking about. Because we're focused on building a leader, our activity changes also. We will concentrate on different tasks and take different view points on situations than other networkers because we're building leaders.

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The above example with Brian and John will also change how you feel about failure when somebody doesn't show up at a meeting, or a lot of guests don't come. You'll have less stress and more focus because you're thinking:

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'The reason I'm doing this meeting is to develop this person into a leader.'

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This helps us focus on what we're doing because we know why we are doing our present activity. This focus and understanding helps us get along in our business, and we make progress.

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As a side note, John Church uses this activity focus to build leaders and get out of their way. So if you don't believe it works, just call him. You'll get his answering machine as he's always golfing or on vacation.

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So that's what I mean by changing what you do to build leaders versus lots and lots of activity,which can take up our day.

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In Lesson #3 I'll give you a good example of why it's better to have one leader than 100 distributors.

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* Excerpt from Big Al's Leaders Home Study Course