The Art of Persistence Revisited

Over the years, I have written on the art of persistence a number of times. I have encouraged my readers to put on the tunnel-vision glasses and, as Nike said, "Just do it!" I have often quoted my husband, Taylor Hegan's now infamous, "We build the people, the people build the business" to encourage keepin' on keepin' on by focusing on supporting others trying to fulfill their dreams. When we do that, in the process, our own dreams often come to fruition. Still, one nagging fact glares at me from the industry statistics: a lot of you out there aren't making any money.

As I ponder on why such a charismatic industry with infinite amounts of non-discriminating potential has such a dismal success rate with the "average" distributor, a number of possible problem areas occur to me. Correcting these aspects of MLM could be a major factor on your success, so let's look at them from the perspective of their impact on your money-making ability.

First, many unsuccessful people are handing out advice and training systems that they have not implemented personally. Even among those who have implemented the "system"¨ there are too many who have not produced a profit, so how can know if the way you were taught the system will work for you?A classic example of this is the "tape-mailing program." Some of those famous tapes arrived in households across America by the dozens. I even received multiple copies in one day! Several people who have called me about MLM have spent $10,000 - $20,000, plus countless hours, putting such a mail campaign together --- with almost no results. Now . . . it is true that some of the first distributors to do that were successful. However, the problem with those types of systems is that the labor-intensive aspect and the cost vs. the conversion aspect are not cost effective.

Unless you are very well financed and patient, that is not the system for you! In fact, you must keep your hand on the pulse-beat of the industry for programs like that. Even some of the biggest hitters have been burned by not realizing that the wave of effectiveness had crested and the market was now saturated.

Remember the definition of insanity: "Continuing to do what hasn't worked and expecting different results." One of the next obvious problems with persistence that I see has to do with what people are persistent about. Some callers tell me they have persistently "worked" MLM to no avail for five or more years, but then I discover they have been with more than half a dozen companies during that time.

When I define MLM persistence, I am assuming that you know I mean persistence with a single select company. Now --- since a good many of you seem to love start-ups, I must advise you to get over that "fatal attraction" to the new deal. Very few start-ups will be successful ultimately. Of those that are, none bear much resemblance in three years to the way they looked on their launch day. The products, the materials, the training, the compensation plan and the management have usually changed within that period of time. It's truly a case of "survival of the fittest."

I personally have made over 8 million dollars with my MLM company, which was about a year old when Taylor and I joined it. Since there are reportedly only 18 companies that have been in MLM for 10 years for more, I am happy to report that my company is now over 20 years old.

You may ask me, "How has it changed?"My response will be, "How hasn't it?" Even the one product they had when they launched (which is and always was a fabulous product) has a different formula, a better taste, a new name and new packaging.

Over the years, the company has evolved in many ways, sometimes big ways. Fortunately, we had the vision, desire, and patience to persist no matter what changed. However, thousands of others fell by the wayside during this prolonged metamorphosis.

Here is your priceless thought for the day: If you can find a "home" with a mentor or a sponsor who is making at least a four-figure monthly income and then keep "working" with that same company for at least 10 years, you will statistically become a big money earner. Those who stay with a program for ten years or more are almost all company leaders by then and financially successful.

For further clarity, let me define "working" by sharing these 10 mandatory steps, which define whether you truly are engaged. Ask yourself:

Am I consistently retailing product every week (I do every day)?Am I pitching a least 3 people a day, (re: my business opportunity)?Am I following up daily with customers and potential reps to whom I have given material?Am I attending all company conventions and events?Am I distributing at least three brochures, flyers, special reports, etc. on a daily basis?Am I spending a minimum average of 2 hours a day on my business?Am I doing at least 20 minutes of personal development work a day?Am I a real product of the product?Am I clearly developing my goals and then my personal visioning?Am I being sure I employ simple disciplines each day, not "errors in judgment," as trainer, Jerry Clark, says?The more I stay in this business the more it looks like work. However, the big difference is that it's work that I do on my terms, and I love it.

With today's compensation plans and fast-changing technology, the days of hitting it big long-term by simple accident in our business have become almost non-existent --- especially with legitimate programs. We, in MLM, have done a big disservice to the public by spreading those tales of instant wealth.

I have a great way to make more money predictably: I think --- as trainer, Bob Harrison, says, "increase." I just step up my production level with more of the activities that are working when I want more money. To put it simply, you must learn to never, never quit. In order to never, never quit, you need a good mentoring sponsor. If you don't have a "good" one, look around in your company, and align yourself with a good field leader, upline, downline or sideline, regardless of whether you're making money together.

If that's not possible, and your company has no one for you to learn from, then perhaps you should consider making one last company move so that you can have an optimal chance to succeed. Remember! Choose a lasting company, become a lasting leader, and you will enjoy a lasting residual income.