The Leader's Edge
by Doug Firebaugh

I have been asked many times in my direct sales and Network Marketing career, "What is the real secret of MLM success?" I suppose there are several good answers, and yet I still believe the real secret is leadership... Something I call, "The Leader's Edge."

The "edge" that leaders possess gives them and their businesses a magnetism that attracts massive success. I truly believe that while the average distributor sponsors someone and then waits for something to happen... A leader sponsors someone and then makes something happen.

There is a huge difference in what a leader does in this business versus what a distributor does. Here are six of those major differences:

1. Average distributors prospect people who are on the same level as they are—or below it. Leaders "sponsor up." They go after those who have the success they are hungering for. They are not intimidated by someone who has a bigger house, bigger car, or bigger paycheck. Because these prospects are simply on the level of lifestyle the Leader is, or intends on joining soon....
2. When average distributors sponsors someone, they'll ask them to create a "memory jogger," and once they have their names listed, instruct them to make their calls. Leaders set a time to sit down with someone new to go through their lists, and to come up with a minimum number of names to start with. Once they have done it together, the Leader starts the calling process with the new distributor and helps set the next goal.
3. Average distributors will tell people about a conference call or meeting, and suggest they should attend or be a part of it. Leaders will tell the person to have a story to share because he/she is going to be a part of the call or meeting. Then the Leader will ask for the names of the guests the person plans to bring along. Distributors give advice; Leaders give ownership...and direction...and strength.
4. Average distributors sponsor someone and give an "MLM Training Introduction;" they introduce the training to the new distributor, but don't go over it in depth. Leaders give an "MLM Training Production" that is at a set time, with a system of learning, and with accountability. They don't teach those they sponsor how to work ON their training, but how to work IN their training.
5. Average distributors depend on their groups to have prospects at meetings and on calls. Because of this, they end up so busy doing all these calls and meetings (and acting important) that they don't have time to do anything else. By contrast, Leaders depend on no one but themselves; and, after training their people, involve them in carrying out the calls and meetings as they set the example with their new guests. Leaders know that if their new distributors are involved in the work, they will have people with them and will simply do their best.
6. Average distributors stay busy building a distributorship and a paycheck. Leaders are busy building relationships and people. One is a selfish focus, the other is a selfless focus. One has a "me" focus, the other has a "you" focus. Leaders understand that a "me" focus has minimal empowerment.

Do you have the Leader's Edge? Does your leadership cut apart, or cut a path? Does it negate, or does it navigate? Does it manipulate, or motivate? And perhaps most importantly, does your leadership constrict or does it construct?

Leadership is a construction project, and you are the project manager. Because until you start building your business through the eyes of a leader, you will only see what the average distributor sees, have what the average distributor has, and be what the average distributor is....

Start sharpening your leadership skills, and watch the path to success explode before you!

All the best,

Doug

P.S. So how do you attract good leaders? By sharpening your leadership skills! If you'd like to sharpen your leadership skills, then this program is for you! Learn More >>>

© 2003 by Doug Firebaugh. Used by permission. All Rights Reserved.

About the author: Since 1998 Doug Firebaugh has been CEO of PassionFire International, and a successful entrepreneur in the Network Marketing industry. As a speaker, trainer, and educator, Doug has shared the stage with Zig Ziglar, Jim Rohn, Mark Victor Hansen, Denis Waitley, Tommy Hopkins, Charlie Tremendous Jones, Les Brown, and Brian Tracy.