“Sponsor and Teach” Excerpt from “The 45-Second Presentation That Will Change Your Life” by Don Failla

Most “salespeople,” when they get started building an organization, think network marketing is a sponsor, sponsor and sponsor business. Actually, what it is, is a sponsor and teach, sponsor and teach, sponsor and teach business.  You will never make it in this business until you teach someone else how to make it. 

 “Sponsor” and “teach” are the two most important words in network marketing.  The least important word is “sell.” “Sell” should always be replaced with the word “share.” The next three words of importance are “expose, involve and upgrade.” First you expose a person to your business.  Then you get them involved for five to ten hours per week over the next six months.  Their knowledge and motivation as to where they want to go in the business will upgrade as they go along.  The may come in thinking about making an additional $300 to $500 per month, but after being involved for six months their thinking will probably be upgraded to making several thousand dollars on a monthly basis. 

When people ask “do I have to sell?”  Remember, the answer is “no.” The product will move in the process of building your business, sharing it with your friends.  Have you ever seen a presentation of crystal, siding, cookware, fire alarms or vacuum cleaners?  This is what most people think selling is.  The definition of selling comes from 95% non-sales types and what they think selling is all about.  They define selling as calling on strangers, trying to talk them into buying something they probably neither need nor want.  You never have to do that in network marketing.  First, you are dealing with people you know; second, you have a product they need and want. And when the process of sponsor and teach, sponsor and teach, sponsor and teach is repeated until you are 3 levels deep, you will know you have duplication, the thing this business is all about.