Expanding Business 101 by John Fuhrman

If you could survey 1 million Networkers and ask them if they knew how to build their business, how many would say yes? How many distributors have been trained in prospecting, qualifying, and other things like overcoming objections? They have become educated in telling the company story as well as sharing the pay plan. With all that knowledge, business should explode.

Yet, every year the industry replaces itself. 100% turnover by most experts estimates. People are hopping from one company to another looking for the "bonus check in a box." But there are some who, while never making any "real" money, stick to the company they started with. They don't look at other opportunities and remain steadfastly loyal. Why is that?

As a speaker who specializes in developing programs for this industry, I see some of the same faces over and over. Some are growing and doing quite well and others are exactly where they were the last time I saw them. Both are happy. The answer didn't really come to me until my books began showing up at many different company functions.

The people who stay with one company are getting an entirely different education. While they do learn about prospecting and the like, the majority of the time is spent on personal development. In other words, they're learning "WHY" they want to do this crazy thing called Network marketing rather than how to do it.

They understand that people don't often get involved in a business like this because the numbers make sense. Anyone who understands math knows that Network Marketing is the perfect business model. But no one gets in because of the numbers. They get in, especially with their first company, because of the person who showed them this "thing" in the first place.

Everyone is attracted to people who come across enthusiastically. When someone speaks about something with genuine passion, most will at least listen. However, when a person or company makes a commitment to see their people become better human beings, the business generally takes care of itself. The companies that do this generally have a lower rate of turnover as well.

The whole premise of Networking is to leverage your time with the time of others. When all you do is tell your people how things are done and that their success is just a few meetings away, you can begin to sound a lot like exactly what they're looking to get away from - a boss and a job. Mixing the nuts and bolts of building a solid business with the necessity of becoming a better person is the key to a solid and long lasting residual business.

While the premise of Networking is to leverage oneself, the cornerstone of the industry is to help enough other people reach their own level of success. That success, if it is to be long lasting, must include large doses of personal development. By growing people and allowing them to make positive changes in their lives will create a level of confidence necessary to making Networking a long term relationship.

Initially, most people become involved in building a business for the money. What many new comers fail to realize is that money magnifies. What ever you are is made bigger as income increases. When you grow your business by becoming a better person, the increased income from your efforts will tend to make you even better which makes you more attractive to prospects looking for an opportunity.

Look at the leaders in your organization. Is there even one of them who is exactly the same as when they first got involved? Have any of them become unbearable to be around? The answer to both questions is most likely not. They could not have sustained their growth or retained their own leaders had they not constantly improved themselves as people.

As challenging as this may sound, the tools to accomplish this change are already available. Many of you are using some of them, and a few are experiencing massive growth by taking advantage of all the tools. A good mix of these tools is essential to cover the various learning types of people in our business. The tools I'm speaking of are books, tapes, seminars, and conventions. The other tool that is often overlooked but at least as important as the others is a person's upline.

Just like any toolbox, there needs to be a variety of tools if one wants to complete different tasks. Just as you can't be a plumber with just a hammer, it's difficult to grow as a person when all you have at your disposal are "how to" tapes. It's hard to stay motivated when you are only able to attend one convention. Yet both of those are integral ingredients of successful organizations. Add books and upline counseling and you have a powerful system of success.

Books can be about success principles, people overcoming challenges and obstacles, or even techniques on conversation and working for referrals. Tapes are most effective when half are about proper technique and procedure and half about the stories of those who built there business to where they wanted it to be. Seminars and conventions should put most of their effort in showing each distributor why they're in the right place. They can use speakers as well as top distributors to get that message across.

That leaves upline. Used properly, this can be the most powerful tool in the toolbox. A good and caring upline should be able to determine what the right mix of all the other tools should be for their people. After all, they spend most of the time with these distributors and should recognize what each one needs. They should be able to suggest a tape that might solve a particular prospecting situation, or recommend a book that teaches the different types of personalities.

The importance is the mix of tools to help people develop to their full potential. Some people love the roar of the convention crowd while others prefer the lessons in a good book. Neither one has a better tool but if they desire to become a leader as a good upline, they need to be able to use and recommend both. The principle of duplication is essential for growth in this business. People will duplicate what you do rather than what you say. Use all the tools to become a better person and watch those you are leading follow your example. What would happen to your business if that was really happening?

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About the Author:

John Fuhrman is a highly sought after speaker in the Networking industry. His four books have been sold to companies with businesses around the globe. His speaking programs go way beyond motivation and get Networkers to move ahead in their business. His books have all become bestsellers and are used
throughout the industry. They are: "REJECT ME - I LOVE IT! 21 Secrets for Turning Rejection into Direction, Are You Living Your Dream, If They Say "No" Just Say "NEXT!" and The Electronic Dream Essential Ingredients for Building a People Business in an e-Commerce World. He also has a tape series called Turning Rejection into Direction, which has actual distributors asking
questions about the #1 fear in Networking - Rejection. You can reach him directly at 888-883-3303 or by visiting his website at www.expertspeak.com.