The Character of a Contagious MLM Leader by John Hersey

*EVERY GREAT INSTITUTION IS THE LENGTHENED SHADOW OF A SINGLE MAN. HIS CHARACTER DETERMINES THE CHARACTER OF HIS ORGANIZATION.*Ralph Waldo Emerson

If nothing else, MLM is a business of relationships that are built upon a foundation of character.

We all think that character is important, don't we? For some time now we have posed this very question to audiences of business executives, parents, clergy, teachers and community leaders. They all agree that character is important. The challenge with character is not whether we think it is important, but defining that which we all think is so important. Conduct your own research. Ask ten friends to define character. You'll either get ten blank stares or ten different answers. The fact is that the people with whom we work everyday may not be able to define "character" but they instinctively know it is critical to solid relationships.

As we have sadly witnessed, live and up-close, each day since the tragic events of September 11, 2001 the strength and depth of an individual's character reveals itself when challenged. In the midst of the destruction and sadness we witnessed a display of beauty, peace, love and harmony the likes of which most of us have never seen before and we re-discovered that Character is not "WHAT WE DO", but rather "WHO WE ARE."

After 30+ years as a successful business executive and entrepreneur I have concluded that Leadership is all about character and there are eight qualities that make-up, "The Character of a Contagious Leader."

Attitude - Attitude drives all of our actions and behavior. We are not talking about just a positive attitude but what we call a "can do" attitude. It is simple to demonstrate, to model and means a great deal to those we come in contact with everyday. A "can do" attitude includes a large measure of determination, discipline and the habit of "embracing change." Modeling a "can do" attitude, serving the needs of prospects, distributors and customers, accomplishing their objectives and being relied upon to do so in a positive and "count-on-able" way is the difference between being in the MLM business and being an MLM Contagious Leader.

Authenticity - Being Authentic is about knowing ourselves and being true to who we are, not who we pretend to be or who others would have us be. When we were building in MLM my wife was fond of saying "this is a business of duplication, not imitation." All too often potential Contagious MLM Leaders come into the business and immediately attempt to be someone else. They try to do the business the way that Harry (their sponsor or upline leader) does the business. They ignore all reason and good judgment, forget about their own strengths (and weaknesses) and take on the behavioral style of someone else. They don't just duplicate, they imitate. This generally leads to frustration and disappointing results. The would-be Contagious MLM Leader begins to question if the business actually works, or whether the business is right for them. Before long they are blaming others or gone from the business entirely.

Contagious Leaders know that sustainable success is tied to our ability to relate to others by being ourselves, showing our true nature, speaking from the heart and bridge that natural gap between what we want and what the customer, prospect, and distributor needs.

The cornerstone of authenticity is understanding why do we do what we do. For some of us it may be the money, the fame, or the recognition while for others it is the chance to make a difference or to create a special quality of life for our families and ourselves. Knowing and honoring our Drive, that "ONE THING" that keeps us going, keeps us coming back, gets us up in the morning and compels us do what needs doing even when it is difficult to do so defines our character and helps us maintain our authenticity in every interaction.

Commitment -Contagious MLM Leaders are totally committed to helping others achieve their desired outcome. When the business is not going as well as we would like Contagious MLM Leaders ask "what can I do to make it better, how can I improve?" Contagious MLM Leaders take their commitments and responsibility to the industry, their downline, their customers and prospects seriously. They treat commitment as a decision rather than a feeling that changes with time and conditions.

Contribution - Contagious MLM Leaders are about making a difference. We were always amazed that the most successful leaders (and not necessarily the highest earners) always had the time and inclination to help others. They were always focused on how they could make a difference for their downline, customers and, yes, the prospect.

Integrity -Integrity is not just about telling the truth. It is about being our word everyday, in everything we do, not just when it serves us. Growing up my Dad would occasionally say "don't do as I do, do as I say." It didn't work then and it doesn't work now. People want to be associated with other people of integrity. People that arrive when they say they will arrive, do what they say they are going to do and "walk their talk" in everyway.

Motivation - We are all human. There are good days and bad. The Contagious MLM Leader never waits for someone or some thing to motivate them. As much of a challenge as it may be from time to time Contagious MLM Leader understand that motivation comes from within. They allow their actions and behavior to be guided by that old adage "if it's to be it's up to me."

Creating Possibility - For any circumstance, challenge or effort there are three possible sand boxes in which we can play; the "what has been sand box", the "what is sand box" and the "what could be sand box."

In the "what has been box" is everything we have ever learned. Distributors that frequent the "what has been sand box" will say things like "it is the way we have always done things. Nobody wants to join an MLM company."

In the "what is sand box" is the way things are. Distributors that play here will say, "it is just the way things are. I'll never be any good at recruiting." This is where we go to settle.

The "what could be sand box" is where Contagious MLM Leaders reside. This is where possibility lives. In the "what could be sand box" is a blank canvas from which these distributors create extraordinary results.

Risk -Everything worth doing involves at least some risk. The willingness to take risk, not to be reckless, but to try new strategies, listen to coaches and work at building a huge business separates Contagious MLM Leaders from "wanna-bees."

Hardly a day goes by that we do not hold these qualities up and ask ourselves "How are we doing?" Using a scale of 1-10 with 10 being perfection we rate ourselves. Try it for yourself. This little exercise will help you shore-up your foundation, your core, by monitoring how you are doing in the areas that define who you are which determines the quality of your relationships.

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About the Author:

A businessperson, speaker, and author John Hersey helps companies Create Contagious Leadership. He is author of the soon to be published book "The 4 Pillars of Contagious Leadership" and has spoken before audiences throughout the United States, Canada, Brazil, Mexico, The Philippines, and Singapore. For more information about his speaking programs and schedule call 480-816-3468 or visit www.johnhersey.com