Q. What is the most important thing that a network marketers
organization should duplicate?

A: A successful action. I know that sounds funny but that really
is what it comes down to. Youve got to duplicate something that
is doable and simple so that it doesnt require an enormous
amount of training at each level. Thats not to undermine
training, but if what youre trying to duplicate is so
complicated that you cant get very ordinary, average people to
do it – if it requires you to have just completely brilliant
people, then youre going to be limited.

What ever it is that youre duplicating . . . lets just say
that its a script for making outbound phone calls but this
script has got a lot of words in it that the person delivering
the script has a hard time with. Not only that, but the person
receiving it has a hard time with those words. Thats not going
to duplicate. So thats the first thing – make sure that youre
duplicating something that is simple to learn and grasp.

Q: In your own organization that you built how did you figure
out what to do and what to duplicate?

A: I learned that the first thing to do is to build a prototype
that actually works. When I define the word work I mean that
you as an individual are able to make a customer happy. And once
you make that customer happy youve got to write it out – write
out exactly what you did. Then follow your own written
procedures and see if you can recreate that same happy customer
in another person.

How this worked for me is that I just looked over my product
line and what suited me best (my company sold personal care
products). I noticed that I was around a whole bunch (being in
the Navy) of guys that had bad skin — acne, problem skin. So I
first got successful with myself. I had a similar situation with
my skin so I used the products and found the best combinations
and so forth that got me results.

From that I was able to get four other guys that were in my unit
to do the same process. I wrote up what it was that I did and
then I showed them how simple it was and that they too could
help people that they knew and saw that had problem skin. I
ended up with this whole group of rough, tough, macho guys out
there selling this mud that pulled impurities out of the skin.
That was the way that my organization began to duplicate.

Q: Did you find it was easy to teach your downline to do
exactly what you had done?

A: NO! Thats where you have to perfect your system. You have to
continually work on your systems to ensure that those systems
are in place and are workable. And then this is the part that
can get you – once a person figures out how to get success, the
greatest seduction, I believe, in all of life is to always want
to continue to DO that, instead of TEACHING that. Because it
seems easier to do than having the patience to sit back and
allow that other person to make the same errors and mistakes
that you made.

I think that is perhaps the greatest difficulty in leadership. I
think that every one of the books thats out there on leadership
- thats the part that Ive always seen thats missing. Having
the patience to just sit there and watch and observe, and see
people in your group make mistakes but not correct them at that
particular moment but….to sit back and say, Alright is this a
systematic thing that I need to change? Or is this something
specific to this individual that I need to change?

Ill give you an example for this. Theres a lady in my
organization now, and she has absolutely resisted being a public
speaker, and speaking in front of more than one or two people at
a time. I started off encouraging her to just stand up and do
nothing but introduce me. And of course she fought it, and she
needed to prepare for it for a week, and things like that. But
in the process, I taught her how to teach herself, if you will.
In other words, I told her, Okay, what you need to do is set up
a teddy bear or some kind of stuffed animal that youre
communicating to and then talk to it.

So, the next time Im speaking at one of her events, Im
listening to her introduce me, and I walk into the back of the
room, and no one can hear her back there. Of course, Im not
going to correct her in that moment, so I wait and then I praise
her. The rule is that you praise twice and correct once. If you
ever get those ratios out of order then youre going to have
basically a tucked tail. Thats what they call it in the dog
training world. When youre training a dog, if the tail goes
below parallel to the back, you stop training that dog (because
hes starting to feel whipped) and you praise the dog. So, in
a similar way, you praise twice and correct once with people.

With this lady, I waited until it came back around again that
she was going to be presenting. What I said to her was Okay, it
does you no good to prepare and plan and train yourself if the
people cant hear you. And so what I want you to do is to read
aloud to your children. Shes got two kids and she had already
told me that she reads to them every night. I told her, What
Id like you to do is put them on the other side of the room;
dont cuddle up in the bed with them. Be on the other side of
the room and you read to them.

She tried that and of course she emailed me back and she said,
That was unbelievable! The kids kept saying, We cant hear you
Mom! She began to figure out, Oh, okay. I have to project my
voice. That sound has to get to the back of the room. Just
because the front of the room hears it, it doesnt mean that the
whole room hears it.

So this is what Im talking about. That was something that was
specific to that person that I had to assess – Okay, there is
something that she needs help with. What specific thing does she
need training in? Then I figured out a way to teach her to do
that.

Now, she was just on a radio talk show and shes been requested
to come back and be a speaker in this community of events that
happens every week. She is becoming that public speaker that she
resisted being for so long. And of course, now she ABSOLUTELY
LOVES IT. Ive seen her speak; shes good.

Being a leader means developing a simple, workable system and
then having the patience to teach others – in spite of the
discomfort of sitting through their mistakes. Its not always
easy but it can be really profitable for you.

Much Admiration and Respect,

Tim Sales

www.brilliantexchange.com

www.mlmbrilliance.com

www.professionalinviter
.com

www.timsalesnewsletter.c
om

About Tim: In 1989, near the end of an 11-year tour with the US
Navy Underwater Bomb Squad Team, Tim answered an ad in the
Washington Post newspaper that led him to his first and only
network marketing company. Five years later his network
marketing income rose to over $150,000 per month with over
56,000 people in his organization. His most noted contribution
to the Network Marketing Industry is the Brilliant
Compensation presentation and he is a highly respected mentor
and trainer for the entire MLM industry. Be sure to get his free
monthly MLM training newsletter, filled with the practical and
proven strategies Tim used to successfully build a downline of
56,000 people around the globe. Get the newsletter and have the
first issue sent immediately to you by going to www.brilliantexchange.com

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