and their family. Don’t worry about how deep they fall within your organi-
zation. Your relationship with your leaders is the most important part of
your business. Pay attention to this. This is called overlapping leadership;
practice it.
YOU SIMPLY CANNOT MANAGE
YOUR WAY TO THE TOP
Over 90 percent of your team members will be good product consumers at
best. Always help them to feel good about themselves, their company, and
their products. Then they will be good consumers. This is normally done
through your occasional personal contacts with them and through your team
newsletter. This group of people will not build your empire; you can’t afford
to spend a lot of personal time with them.
THE FORMULA FOR MANAGEMENT SUCCESS
Yes, you will need to pay some attention to the 90 percent of your team who
won’t build a business. This time is called management time:
- It includes taking an occasional call from a nonbuilder to answer a
question or two. Always be helpful and encouraging and always let
them know that you appreciate them and their efforts. - Publish a monthly newsletter that is available on the Internet and
through fax-on-demand. This way everyone has access to it. In the
newsletter highlight a product, praise a leader of the month, and
publish a top recruiters list and any other top 10 list you think will
help drive your business. Where performance is measured, perfor-
mance improves. Also publish the schedule of upcoming events and
conference calls. Your newsletter helps everyone to feel included, and
it saves time in communication with the team. - Hold a regularly scheduled monthly welcome conference call for
newcomers (e.g., first Saturday of every month at 10 A.M. Pacific
time). - Hold a regularly scheduled monthly product training conference call
for everyone. You do not have to be the product expert on your
team, nor do you have to hold this call personally. - Hold a regularly scheduled weekly leadership conference call for
your leaders (leaders must qualify at a certain level to participate).
Leadership in an All-Volunteer Army 179