Skill Sets of a Leader, Part 4

This is the fourth installment in our series of the five skill sets that produce network marketing success. The skill set we want to explore this week is Presenting.

We have a standing joke in our organization, which is, "the person with the marker makes the most money."

Funny, but true.

The truth is, there is a special dynamic that happens on your team when they see you at the front of the room presenting. It's a right of passage that signifies you are progressing into the leadership ranks. Naturally your people feel a sense of pride for being a part of your team. Moreover there is an increased level of respect for you that allows them to edify you more and makes you more effective as a sponsorship line leader.

Now here's the dynamic you must watch out for...

There's a fine line between being an inspirational presenter and
crossing over into a "superhero" that cannot be duplicated
territory. You becoming a local presenter should be an
intermediate step, on the way to your people becoming presenters
and taking your place. (And eventually replicating the process
with their own people.)

So here are some important dynamics in the presenting equation...

Number one, you don't need to have this skill when you begin. In
fact, demonstrating this skill set too early may actually slow down
your duplication. Here's why:

Remember that the universal principle behind network marketing is
not whether it works, but whether it duplicates. And most people
don't come into the business with the presenting skill set, and
many are actually afraid of it. Which is why over the last couple
of years I have evolved into the belief that you should never
conduct 1-on-1 presentations. Let me explain why:

Take me as an example: with my belief level, experience,
credibility and presentation skills - I bet I could sponsor 95 or
98 out of 100 people that I would do a 1-on-1 with. It would work.
But would it DUPLICATE? Not really.

Perhaps five or 10 out of my 95 enrollees could duplicate me and
learn to conduct a compelling 1-on-1 presentation. But what about
the other 85? Probably not.

It's the same kind of situation - but even more extreme - when you
bring candidates to opportunity meetings when you are the
presenter. In their mind they are thinking - consciously or
subconsciously, it doesn't matter - "So to do this business, I need
to think of qualified candidates, then invite them to a 60 to 90
minute witty, charming and compelling presentation that I need to

That will slow you down some. Now think about what they're
thinking if you bring them to a presentation that someone else, not
you, conducts. "So to do this business, I need to think of
qualified candidates, then invite them to a presentation that
someone else gives." Big difference.

So listen to this: I have now sponsored 113 people into the
program I've been working for the last three years. NONE of them
has been the result of bringing them to an opportunity meeting when
I was the presenter. In each case I used a third party tool, or
brought them to a presentation that someone else was giving.

So what does all this mean?

It means that presenting is an important skill set for you to
develop. But you don't need it to start. Concentrate on the first
three skill sets of working a candidate list, inviting, and follow
up, and you can get out of the gate fast. Then you can develop the
presenting skill set later. And once you do develop it, use it in
a way that doesn't work against your duplication.

Next issue we'll talk about the fifth skill set - the one that can
make you the most money and create the most success! Until then,
have a great week.


P.S. Some of you have written asking about any generic training I
am doing. I am doing one, and only one all this year. And it's
not for tourists or tire kickers, but million-dollar producers and
people that want to become one. If that's you, get all the details

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