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The Principle Of Sponsoring, Teaching, And Duplication

You'll hear it again and again in multi-level marketing. The key to success is sponsoring, teaching, and duplication. That means when you sponsor someone, your responsibilities have just started because you must teach that person how to market the product and recruit others in order to duplicate yourself. Then, you have to teach that person how to teach those he or she sponsors to teach others how to market and recruit, too.

In other words, the key principle is: Teach those you sponsor how to teach those they sponsor to teach those they sponsor, and so on down the line. For in this way, by sponsoring and teaching, you duplicate yourself. And that's how you build a strong chain of individuals—by sponsoring and teaching each of your first-level recruits how to sponsor and teach others to do the same.

In turn, like any chain, your organization will be only as strong as its weakest link. So if anyone you sponsor drops out of the chain, you want to reconnect links by reaching down to the next link to connect it to your organization.

Thus, if you sponsor John and teach him how to market the product, and he sponsors Nancy but subsequently drops out, then you teach Nancy yourself. For then your organization can continue to grow under Nancy. But if you don't reach down to Nancy, she is probably going to feel abandoned and drop out.

The Principle of Sponsoring Only People You Can Work With

In order to carry out your teaching responsibilities effectively, you can't have too many people on your front lines, because you won't have the time or energy to give all of them the proper support. As a result, you should only sponsor as many people directly as you can work with effectively.

Many distributors believe you can only work with up to five, perhaps at most six or seven, active distributors at a time. Once one active distributor is successfully launched with his or her own organization and no longer needs your help, you can add another first-level distributor to take that person's place. But if you try to work with more than this recommended limit at one time, these distributors believe you will be spreading yourself too thin.

This type of approach is very much what works well in the military. In each division—in the army, navy, air force, marines, and coast guard—with rare exceptions, nobody directly supervises more than five or six persons, because the military has found that this approach works best. And this isn't only true for the U.S. military. But in other nations and over the course of history, military commanders have passed their orders down the line through a few key officers under them, and wars have been won.

Certainly, some distributors claim it is possible to work with more first-line people by using a more efficient training approach. For example, I have heard some MLM people say that you can work with up to ten or so active first-level people if you supply them with good training materials, so you need to spend less time training them. Their view is that you can ask your distributors to read the materials to learn most of the basics, so you don't have to spend that time explaining fundamentals. Instead, you can use your time more prof-itably to sponsor others, travel, or learn more about promoting the program yourself.

However, I also strongly believe that it is important to recognize that much of the time you spend with your distributors is not just for training; it's for providing your personal support and concern, too. And this is necessary because most MLM people also need personal and social contact to stay involved and motivated. For your distributors not only want your knowledge; they look on you as a friend and supporter, too. You have to truly give of yourself and show you care about them, too.

Building Down Three Levels

To make the chain of individuals in your organization really solid, you must build down three deep, and you must advise your distributors that they must build three deep and explain this to their recruits, too.

That is why many MLM professionals suggest reaching down to your second and third levels to work with the people there who have the most initiative. To locate them, ask each of your directly sponsored persons who is the strongest, highest-initiative person on his or her first level and indicate you would be willing to work with that person to help increase his or her sales. Then, to get your distributor's input, ask for his or her suggestions on what you might do to help. You'll almost certainly get an enthusiastic yes for your offer, since after all, any increases in sales of that person accrue to the distributor who you are speaking to who is directly above him. Then, when you work with this second-level person, you might take this one more level and ask that person who is his or her strongest, highest-initiative person, and offer to work with that person, too. Most will be agreeable. Why not, with your generous offer? (However, if you do encounter any resistance along the way, don't be pushy. Just say you are making a standing offer and want to help whenever your distributor would like your assistance.)

Once you have located these serious second- and third-level persons, you can offer to help in various ways. For example, call them from time to time or send them mailings to keep them posted on what's happening. Offer to speak at a meeting for them, or include them in your regular meetings and special programs if they live in your area. And be sure to let their immediate sponsor know how they are doing to keep him or her informed and motivated by what these people under him or her is doing.

The value of this approach—working with the hot performers under the distributors under you—is that it helps motivate these distributors in between. They see those under them really moving, and that inspires them to do more, too. (Conversely, if one of your first- or second-level distributors doesn't catch fire, you can always work with the hot performers he or she has referred to you and continue building your organization under them. Then if the distributor under you subsequently drops out, that person under him or her in most marketing plans will come up one level closer to you.)

Likewise, teach your first-level people to use this technique. For then you will truly build your organization in depth—and your distributors will build this way, too.

Reaching down three levels helps to spark everyone upline to the person you have helped. For example, you reach down to help Nancy, so she is able to sponsor and teach others, and that helps to keep John actively involved in the program, because he can see that it is working. Or if you reach down to help Jack, you will encourage Nancy, and her excitement will feed back up to John. It's a little like lighting a fire. The flame of excitement you light down two or three levels in your organization travels right up the line.

In time, when your first-level distributors have built their own solid organizations which are three levels deep, they can carry on without you. And then you have truly duplicated yourself.

Thus, once you have sponsored someone, it's more important for you to help that person sponsor someone else than it is to find and sponsor another person yourself. That's the way you build in depth.






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TITLE: Network Marketing

Network Marketing Category: Network Marketing

Shopping Mall: Network Marketing

Network Marketing Topics: Network Marketing