Direct Selling Success

Chapter 6 Building Gargantuan Customer Volume

If you’re a real estate agent, you wake up every morning unemployed. Kind of sucks, doesn’t it? It sure would be nice to wake up and have some income already earned for yourself, wouldn’t it?

Yet a surprising number of people in Leveraged Sales wake up in a similar scenario. They rise every day having to chase another rabbit to eat. This is usually caused by one of three bad scenarios:

1. They may have built their business solely by whale hunting and their whale jumped into another ocean.
2. They forgot that leverage works only when there is something to leverage. They focused so much effort on signing people who want to recruit others that they created a strong culture around that, and no one was developing a customer base.
3. They started with customers but ignored them. They spent so much energy looking for recruiters that their customers felt neglected and drifted away.

Let’s revisit the fundamental truth I mentioned at the start of the book. Everything in the pay plan and the profitability of your business is dependent on the volume produced by your products or services reaching the end consumer. Everything.

And not just that these products reach the end consumer. But that the end consumer pays for them, is satisfied with them, and reorders them again and again.

As you know, a great deal of those sales will be to distributors who buy from their own store and use the products themselves. Great. But that’s not enough. For both legal ...