Latest post · Marketing and salesIt isn't skill that decides whether you get customers
Two hairdressers, same training and same prices. One has gaps in the calendar all week, the other has a waiting list. The difference isn't how good they are.
Where does your income stop?
The fully booked hairdresser has done everything right. There's still a ceiling, and it's exactly as high as her own hours. Here's what leverage…
The week has 168 hours. What do you do with your 30?Personal growth and mindsetThe week has 168 hours. What do you do with your 30?
Sleep, work, family and home take most of the week. What's left decides what your future looks like. Here's how I think about time and goals.
Today I understand the difference between marketing and sellingMarketing and salesToday I understand the difference between marketing and selling
A guru recently said that 90 % of all business is marketing. I'm inclined to agree, and here's why, plus what that means for anyone working in direct…
Let's talk about a rescue operation…Personal and currentLet's talk about a rescue operation…
That's how one of my mentors opened a training many years ago. Here are the five categories he used to evaluate network marketing companies, and the…
5 pillars you need to believe in to succeed in network marketingDirect selling basics5 pillars you need to believe in to succeed in network marketing
The product matters, but it isn't the only thing. Here are the five pillars you need to believe in before you decide to represent a brand.
Personal and currentA new assignment
Imagine you start a company and need salespeople. Here's why building a deep sales organisation beats building a wide one, and why this model is…
Personal growth and mindsetStop educating yourself: probably the most important blog post I've ever written. Ever.
I'm grateful for everything I've been through, but if I'd trusted my own ability sooner I'd have moved faster. Here's why external coaches and…
Building and leading a teamWhat's your role in a direct selling organisation?
People on the outside think a direct seller's job is to sell products. It is. But they miss everything else that has to happen for an organisation to…
Building and leading a teamStructure or culture?
Someone asked me why I'm so incurably positive about network marketing. My answer: there's nothing in the structure to be negative about. The…
Personal growth and mindsetMost people aren't interested in personal development
Personal development has exploded in recent years, but most people never act on what they learn. Studying is one thing. Doing is another.
Building and leading a teamYour role changes in a growing organisation
Every organisation either grows or winds down. In direct sales your role shifts from inviting to presenting to coaching, and that's why starting over…
Personal growth and mindsetWhy we do what we do
Every profession has its own way of doing things. In network marketing we have a system, a pipeline, and the real strength is that everyone gets to…
Objections and criticismThere is no grey area
A translation of attorney Kevin Thompson's post on what the FTC says about mixing COVID with product claims and income claims. The message is simple:…
Personal and currentBack to the future
Looking ahead, I think direct selling will look quite different from how it works today. Here are a few points you can treat as a checklist for the…
Building and leading a teamPromoting events
When I was brand new, I didn't really know what "promoting events" meant. Here's what it actually is, why training isn't optional and what it's worth…
Marketing and salesIt doesn't matter how good what you've got is if nobody finds out about it
Imagine you could sell lottery tickets that win every time. Who would you give that chance to? Your job is to show people the opportunity. The…
Marketing and salesProduct pricing affects how scalable your network is
If a product is going to be sold through a network today, the price has to work in the real market. That's what makes the whole model scalable, or…
Marketing and salesInformation and education lead to understanding
Some of what we've learned simply isn't true. Most objections come from people who haven't been given the right information. Our job isn't to argue,…
Marketing and salesWe get paid for bringing value to the marketplace
Imagine if we didn't have the leverage of a network and nobody got paid for working together. Let's look at how an entrepreneur thinks when it's all…
Building and leading a teamBack to basics
Direct selling has been around for well over 100 years, but somewhere along the way many have lost their customer focus. A short history lesson, and…
Direct selling basicsWhy direct selling?
It's almost 20 years since I first saw direct selling, and in this post I explain why I've never been able to let go of the idea.
Personal growth and mindsetThe danger of becoming an expert
If you want to build something big in direct selling, it isn't about becoming an expert. It's about being relatable and duplicable. There's a big…
Personal growth and mindsetFocus
There's a lot of talk about balance today. But I don't know a single top athlete or high performer with perfect balance in life. They choose which…
Building and leading a teamA school of entrepreneurship
Before you spend money on a graphic profile, a website, stock, licence fees, accounting, a CRM system, marketing material and leadership training,…
Building and leading a teamA world class apprenticeship system
Professional help costs money. In direct selling you get a mentor for free, because the system works like an apprenticeship and the company pays the…
Direct selling basicsThe cornerstones of direct selling
Six cornerstones that any direct selling business rests on, from your own customers to your team's leadership. Anyone can learn them if the will is…
Personal growth and mindsetPerspective and expectation
I coached a girl on my team who couldn't quite see what the road ahead looked like. It was like driving in the rain without wipers. Clarity is what…
Objections and criticismBrainwashing and health religion
We're herd animals, and most of our decisions aren't really ours. A few thoughts on mass thinking, strong company cultures and why criticism of…
Direct selling basicsThe system in direct selling
Several great leaders have said that if you use the system, it does 90% of the work. Here's how the pipeline works, from short presentation to…
Direct selling basicsShould everyone work in direct selling?
The concept is ready made, the system and the material are there. But does that mean direct selling is for everyone? My honest answer is no, and at…
Objections and criticismCritics are everywhere, but other people's opinions won't take you far
A lot of what you find online is written by people who don't have the truth. Critics speak up about things they know very little about, and it's…
Objections and criticismHow you, working in direct selling, handle trolls online
Some people write things online just to provoke and start pointless arguments. Here's how I look at internet trolls, and why feeding them is the…
Personal growth and mindsetDo you have a mentor in direct selling?
A mentor is something you earn. If you want someone to invest time and commitment in you, start by investing in yourself and get moving.
Objections and criticismHave you been burned by network marketing?
I meet people who say they've been burned by network marketing. You don't get burned by the business model. You get burned by following the wrong…
Personal growth and mindsetAre you a camper or a climber?
Orrin Woodward explains that we all start out in the valley, looking up at the mountain with an innate need to climb. Billions of people are made to…
Building and leading a teamCan you work with several direct selling companies?
Some claim companies act out of fear when they write into the agreement that you can't work with several direct selling concepts. I see it…
Marketing and salesMarketing rules, claims and a bit of common sense in direct selling
Health claims, marketing rules and product stories. Here's how I think about staying inside the lines, and why talking down a competitor always…
Direct selling basicsNew ”rules of the game” for direct selling
New times change our business and the way we run it. Here are a few things that are different today compared with before, from income claims to the…
Marketing and salesYour personal brand in direct selling
Your brand is how people perceive you, what you stand for and how you'll be remembered. In direct selling, that's built on integrity, relationships…
Objections and criticismAll that glitters isn't gold: all those "investments" that have nothing to do with direct selling
A crypto pyramid bubble is bubbling away inside direct selling right now. Here's how to tell a real currency from a Ponzi scheme, with help from…
Objections and criticismPromising the moon: everything direct selling isn't about
Gold, silver and secret shares dressed up as direct selling. Here's why there are no margins in those concepts, and how to tell a real company from a…
Direct selling basicsWhat you need to know about direct selling today, part 2
Every serious company wants an organisation where sales are driven by customers who actually want the product. Here's what the authorities look at,…
Direct selling basicsWhat you need to know about direct selling today, part 1
Shady concepts can look good on the surface and blend in among the serious companies. Here's how to tell the difference, from payout levels and real…
Direct selling basicsDirect selling from new perspectives
When I first came across direct selling it was all about distribution and stock. Today the model looks different, and external customers and customer…