Category Archives: Business Advice

How to benefit from good luck, or how to create your own

At some point, good luck requires hard work if success is to be sustained.  –James Clear

Some people do get “lucky.” Their first 3 friends all sign up with no hesitation. They meet a successful yet burnt-out business owner who is ready to jump into something new.

However, good luck makes a strong start but won’t propel you across the finish line.

That is encouraging news for the rest of us.

Even the most “lucky” distributor will need to put focused effort into their business, if they want to keep building. Large organizations and increasing residual income require more than a short-term boost. Consistent effort will keep that momentum going.

And consistent effort can do more for an “average” business than someone riding on the story & results of a “good luck” situation.

Also consider this: you can create a burst of “good luck” by doing a burst of activity.

Many high residual income earners talk about this concept. The idea is, to have an established baseline of business-building activities, and for a set amount of time that YOU decide, to do a “sprint” of those activities. Maybe you choose 30 minutes. Or 3 hours. Or 3 days, 3 weeks, 30/60/90 days. And after the sprint, return to the previous level of activity.

Sprints by nature are not sustainable. They use up a lot of energy in a short time, so no one attempts to run full-speed during the majority of a marathon. But a sprint can grab the finish line glory if you do it at the right time.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwea #therocketsciencecoach #mlm #leveragedsales #partyplan #networkmarketing #luck

 

How to build “cred” when you don’t have any, Part 2

There are 2 basic types of credibility in your business: inside the company structure (covered in a prior post) and with the potential distributors and clients. Let’s discuss the latter situations, particularly for a first-time business owner.

Part of building your business is to spread the word and gather new people into your organization, whether they join as distributors or clients.

Some of you will be fortunate to have people who join your distributor team or buy your product simply because you asked them to. I envy you, and please understand that I truly am happy for you. However, this post is not written for you, so please send the link to your colleagues who are building their business reputations against mild or strong resistance.

I’m here to talk to the people who are struggling, who are told “You’ve been a (job title) for years, what could YOU possibly know about building a business?”, or for whom this is their first adventure into owning a business.

This post is long. I cover 12 tips. Some of these were hard-earned lessons, and I want to save you the pain of discovering them yourself the hard way. Skim through the bolded topic headings and read the ones that are most interesting to you. Bookmark this post, come back next week, and read a few more.

 

Tip 1. DWYSYGTD

Do What You Say You’re Going To Do. This guideline is the foundation of all the other tips.

I’m not talking about loud public declarations that you’re going to rank-advance to “starship commander” level in your first 6 months, followed by a too-busy-to-sleep work schedule.

Instead, I mean show dependability in the everyday promises. Send the email if you say you will. Send the text or make the call when you say you will. Start the live broadcast, webinar or group meeting on time, and end on time. Be in “business hours” on the hours you have scheduled for that purpose.

And we all mess up…. when it happens, apologize, do the delayed task that same day, then make extra efforts to be dependable for this person in the future.

 

Tip 2. You will never be good enough for some people

The faster you accept this fact, the happier you will be along your business journey. You will recognize these people by their actions: if you mess up and sincerely apologize, they never trust you again because they expect nothing less than perfection. Or, they name numerous “conditions” you or the company needs to fulfill before they join your team or purchase your product. When those goals are accomplished, they simply add more conditions. This is otherwise known as “moving the goalpost.”

Even if they don’t join, they will still be watching you. Just smile to yourself and keep working.

 

Tip 3. Be consistent in your outreach

If you join a networking group, show up every time. Becoming a familiar face will help you be known as someone dependable. It is better to be a member of three groups that you attend regularly, than to join 10 but be sporadic in most or all of them.  Likewise for social media or blogs: post consistently. For example, I post on this blog every Thursday.

Most non-business-focused social media platforms have birthday reminders. If you post a happy birthday message on their social media page, post a personalized messages (with similar impact) for all your contacts on that forum.  Either log in each day to post the current messages, or log in every week and post those messages for the upcoming week. By doing so, you show people you are consistent and you pay attention to details… which add to your credibility.

 

Tip 4. Connect with your new contact in a memorable way

Texts, emails, and social media messages are quick, but a different approach is needed to stay top-of-mind for the long term.

Consider mailing a nice-to-meet-you physical greeting card to each person you meet in a business environment.

Paper cards may seem “old fashioned” by the major populace, but they have always been in style among people in the high economic brackets and leaders of large corporations.

Sending to those latter groups of people shows you understand the unwritten but important rules of operating as their peer.

The more money people make, the more important it becomes to thank them for their time, which is their most precious resource. If you wish to attract high income earners or influential business owners into your distributor team or have them as clients, DO THIS STEP.

With more and more companies adopting Relationship Marketing philosophies, personalized paper greeting cards are making a comeback.

With nearly everyone, paper cards will make you memorable in a good way, because people rarely receive fun mail. (When’s the last time you received something other than a bill or an advertisement in your postal box?) Many will display the card on their desk or somewhere in their home for months or years.

Avoid sending the note on business stationary… it’s not a memo or a financial quote for a project!

Use an online service that prints your quickly-typed personal message into a greeting card and physically mails it on your behalf, or buy some cards at the local store. If the recipients are from the same company, it’s fine to use the same cover design, but remember to use a unique personal message for each as they are likely to compare cards.

Please be aware that USA people born after approximately 1980 were NOT taught how to write or read cursive handwriting! So if in doubt, neatly print the body of the message, and sign it in a cursive style.

 

Tip 5. Choose ONE company to represent

Credible people focus on one business. If I want to choose an expert so I get good advice, I choose someone who concentrates their business on that area or that company. The ideal is, when people at networking events hear your company name, YOU come to mind.

 

Tip 6. Have a long-term view (be committed to your business 3 years minimum)

Longevity with ONE company shows people you’re serious about this. You automatically gain credibility by simply sticking around!

Your company’s product or service is the cornerstone of its profitability. A business, by definition, SELLS a product or service to generate revenue. So, do you LIKE the product? Are you proud to use it? Would you buy it if you weren’t getting paid to market it? If you can’t offer an enthusiastic Yes to all three questions in your current company, keep searching until you find a product that can.

Are you dismayed by the wait-and-see attitude of your family, friends, or networking contacts? Perhaps your friends and family have seen you excited about projects, then 2 weeks later you have moved onto something else. It’s likely that the people you are meeting at networking events have seen their friends join and quit in quick succession for various leveraged sales companies. In both cases there’s nothing you can do about their opinions. However, multiple-year longevity speaks for itself (and sometimes you need to remind yourself of Tip 2)!

Please note that I understand some people choose to move to other companies. I understand and respect people who change when the product quality degrades significantly, or the upper management steers the company away from long-term healthy growth. Know that you WILL lose some of your credibility by moving to a different company, and you will lose even more by quitting the profession altogether.

If you quit, your customers might choose to stay… and sometimes that locks you out of approaching them about your new product line (due to noncompete clauses for your former and/or new company). Don’t think you can ignore those noncompetes… the parent companies protect their organizations and will proceed with legal action. Besides it damages your credibility once the word gets out (and it will)!

Think twice or three times about jumping to another company because of the “shiny new thing” syndrome or because they are offering large “fast money.” If you want something to excite you again, take an adventurous vacation instead of jumping ship.

 

Tip 7. Be a connector

Think about the people in your networks: colleagues, networking groups, religious groups, sports clubs, etc. When you meet a new person, ask yourself, “Who in my network needs to meet this person?” Invite them both to coffee, or host a videoconference among the three of you if they are geographically remote. They will remember you were the one to connect them, which builds your credibility.

 

Tip 8. Be a continual student of your company and your profession

When your company announces a new product or service offering, learn about it. Keep your team and clients informed if your company does not send timely announcements. Think about your clients or potential clients who can be aided by this new offering, and let them know it is available.

You lose credibility if a colleague or potential teammate mentions the new offering and you have no idea what they are talking about!

 

Tip 9.  Share information THEY are looking for

People are more than their job or business. Find out what they like to do for fun. “What do you like to do when you’re NOT working?” is a good question to ask. For example, when you learn someone likes kayaking, you can send them links to kayaking articles or announcements about a kayaking specialist coming to town. They may already know, but guaranteed they will be impressed that you remembered their hobby AND you took the time to share the tidbit. By doing so, you stay top of mind, and that creates a reputation of credibility automatically.

 

Tip 10. Look for ways you can write articles or post instructional videos

If you have a business-focused social media profile (different from your personal profile), you can post business-focused articles you write.

Does your local Chamber of Commerce, networking group, country club, school alumni association, or other organization publish an electronic newsletter? Most of these are looking for quality content, but be advised they will reject a self-promoting article. If you can write about your area of expertise/experience in general terms (such as the importance of applying sunscreen to prevent premature skin damage), then in your end-of-article author’s bio you can usually give people a way to reach you. And in this digital age, people can search for your name online and find your web site.

Posting videos on easily-searchable platforms is another way to gain credibility. That’s not my area of concentration, so search for instructors if you’re interested in this aspect.

Slow: Self-publishing a book (electronically or print) is a major multi-month or multi-year step. Such a project is, quite frankly, a distraction until you have advanced at least 2 ranks in your current company. I have talked with authors who are distributors in our profession, and they say they spent much more money than they made on publishing a book.

 

Tip 11. Speak well regarding your colleagues, other companies, or their distributors

You might get away with badmouthing in the short term, but when people find out this tactic you will become known as “two-faced,” and that automatically damages your credibility. At the same time, you are not obligated to speak in rousing terms about other companies, so I suggest you take a respectful positive tone when asked about them or when referring to them.

 

Tip 12. Say a sincere thank you.

Express your sincere verbal thanks immediately. Look them in the eye, say “Thank you,” and hold their gaze for another 2 seconds while you naturally let your mouth curve into a genuine and friendly smile. Connect with that person visually so they FEEL your sincerity.

If you want to make a longer-lasting impression, send a physical greeting card of gratitude. The higher up in the economic or business-decision-making level, the more appreciative the person will be to receive a physical card. And clients should definitely be thanked for their initial purchase, once a year minimum thereafter, and unexpectedly at least one time during the year. See a business profitability firm’s study to increase profits. See Tip 4 for guidelines for writing and sending cards.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #trsc #credibility #potentialclients #potentialdistributors #directsales #partyplan #mlm #networkmarketing #leveragedsales #growingcredibility #part2 #thisoneislong #longpost #howtobuildcredwhenyoudonthaveany

 

 

 

 

Move the goalpost

Have you taken a deep and candid look at your vision board or goal sheet lately?

I used to want a fancy sportscar … but now we live in Europe and enjoy fast & comfortable public transit. We are whisked along the rails past rush hour gridlock. There is little on-the-street parking and few parking lots. A car has become more of a liability than a pleasure.

Some of the goals I set years ago also involve people and animals who have since passed away… needless to say it’s time for me to rewrite or drop them.

And I’m simply not interested in some goals anymore.

It’s okay to release a goal.

If you feel resistance to dropping one you no longer want, ask yourself, “Whom am I trying to impress with this goal?”

Be willing to let go someone else’s ideal of your success.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #movethegoalpost #goals #partyplan #directsales #leveragedincome #leverage #leveragedsales #mlm #networkmarketing

Speaking in opposites

Business language can be backwards in its approach.

In a recent industry-wide webinar, I observed people speaking about their businesses.

One person used a word starting with the letter k (a synonym for ending life) and he meant it as a compliment of how well he performed a recent presentation to potential business colleagues.

Another talked about massive growth and used a word beginning with b.

(actual words omitted because I don’t need some search engine flagging my blog as violent)

And the presenter challenged the crowd with a common question: “How bad do you want it?”

These statements got me thinking about how our subconscious mind interprets language.

In personal development books and seminars I learned how the subconscious mind interprets language. It is like a 3 or 4 year old child, taking things literally, regardless of how old we are or how many years of school we attended.

So I started asking myself, “Do we really want to end our businesses? Do we want them to expand so quickly and unsustainably that they disintegrate and burn everything in their vicinity?”

Well, not really. Those words are metaphors for enrolling everyone, or for rapidly expanding growth.

And it’s truly not “bad” to want something… it’s another way of saying I want it STRONGLY.

Scoff if you wish at what seems like verbal nit-picking … but realize the center of motivation and goal setting listens to the literal. Yes, your internal toddler controls your goal-setting.

Consider these alternate phrases:

“I wow’d everyone!” “Momentum!” and “How strongly do you want it?” are three suggested substitutions.

Watch your language… it can program you for success or failure, even inadvertently.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #watchyourlanguage #language #literal #opposites #speaking #speakinginopposites

Fail like a Texan

(For those of you who like the state of Texas, USA… hold your horses, I’m about to give you a compliment. Keep reading…)

My husband and I completed our first nine months of German language classes this month. Whew! We learned more than 1700 vocabulary words and feel much more confident about holding simple conversations.

However, there were LOTS of times I didn’t know the answer. Or I wasn’t sure of the answer.

But I remembered advice from some of my network marketing mentors who hail from the Lone Star State: “Go Big or Go Home.”

It’s an encouragement, to not be timid about what you do in life. Steer clear of bombast, yet have some neutral-to-confident attitude even when you’re learning. Don’t assume you’re always right… and don’t assume you’re always wrong.

So I decided I could do that with my voice. I forced myself to enunciate clearly and speak in a plenty-loud voice so everyone in the classroom could hear me.

And when wrong, I accepted the correction gracefully.

In learning languages or in business, when you’re starting out (or learning a new skill), you will be wrong a lot before you’re right most of the time. You won’t know all the answers. The product or delivery might need tweaking. You might need to practice more after your second presentation than you did prior to your first.

And you might surprise yourself by how often you’re “right” or moving effectively toward your goal. How even a flawed presentation can enroll new business partners. How being honest that you don’t know the answer can dramatically increase trust.

Speak with a voice that your audience can hear. And be willing to accept your stumbles as part of the process.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #trsc #failure #faillikeatexan #lonestarstate #leveragedsales #directsales #partyplan #mlm #networkmarketing

What is your sorting criteria?

As humans we sort subconsciously… Can I trust this person? Are they healthy? Are they in “my tribe?”

In our profession we sort people into groups. What’s your most important sorting philosophy: the person who is easiest to approach OR is most likely to succeed? And how do you determine that?

Check out Seth Godin’s recent post for some thought provoking insights, especially in the third paragraph.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #TRSC #leveragedsales #whatisyoursortingcriteria #networkmarketing #partyplan #directsales #sorting

A quick way to look professional

Nearly every company has individual replicated retail sites for their distributors.

When I bring a new person into my team, I ask them if they have 15 minutes.

Usually they respond, Yes.

I give them a task: go to their replicated web site, upload a head shot of them (take a selfie now if you need to!), and fill out any information their site needs to post, including writing a reasonable sentence or two in the “About Me” section.

If they get stuck, I tell them to fill in the blanks: “I like [the product or service] because [a fun or inspiring experience they had with it].”

A one-sentence “About me” is fine. And so is a selfie taken in that moment.

Starting with those blanks filled is more imporant than waiting for the perfect headshot photoshoot or letting perfectionism get in the way of filling in the blanks.

If a distributor has been in business for more than 24 hours, I’m negatively impressed if their replicated web site shows me a grey-square and announces “A valued distributor.” It’s the same effect of leaving the windows covered on your bricks-and-mortar storefront… you’re signalling to the world that you are “not open for business yet.”

Sometimes it’s easier to refine than to aim for a polished first.

–LYnn Selwa “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #trsc #newdistributor #launching #website #leveragedsales #directsales #partyplan #mlm #networkmarketing #socialselling #aquickwaytolookprofessional

 

Looking at “Balance” in a new way

In many discussions regarding building a business, the terminology of “balance” gets thrown around.

Advice varies: from “You should pursue balance in your life” to “Forget balance, you have to go way out of balance to get anything big done in life.”

I think either extreme is unhelpful.

What if we approached “balance” as a system of maintaining many issues, while expanding our efforts on one or two ideas?

The idea is, don’t completely drop the things that are foundational while you pursue a big project.

The foundational items are the ones whose effects are seen long-term.

If we ignore eating healthy because it takes “too much time to cook,” eventually the hamburgers and soft drinks will catch up to us… through low energy levels, high blood pressure, and the subtle-yet-important effects of lack of minerals.

If we skip the workouts because “going to the gym doesn’t put money in my wallet,” eventually our energy levels fall and our thought processes become sluggish.

If we consistently spend little quality time with our families for an extended period of time, eventually they pull away from us.

But when we’re concentrating on building the business, SOMETHING has to be put aside.

For each of us, that “Something” may be different.

I suggest you look at the things that entertain but do not create strong leadership skills. I’m speaking of zoning out in front of the tv every night, spending hours scrolling through social media, or playing video games for hours on end. Every person has their weakness.

Be selective. Don’t give something up entirely if you truly enjoy it, because austerity  usually backfires.

For example, what if you choose ONE hour of tv to watch per day, or per week? What tv show REALLY inspires you? (I bet it’s not the news.) Record it with Tivo it and watch it afterward, (even immediately afterward if you suspect your willpower might falter while watching the live broadcast.) And if you truly feel you need the news to stay informed, listen to it in the car on the way to work, or view news articles while riding public transit. (Remember to use earphones while riding the train or bus!)

If you enjoy social media, perhaps set a timer (not just watch the clock) to allow yourself to indulge in your favorite platform for a set time (perhaps 10 minutes). Let the timer be the “bad guy.” Then set the timer to keep track until you allow yourself another social media surfing time (say, in 60 minutes).

Make a rule that helps you: for example, during the workday, if you mostly work from your computer, make your rule that you will only look at social media from your phone. During worktimes log out of the app, don’t let the app save your password, and remove the app from the background processes. If possible, put your phone across the room (so you have to get up to reach it), or put it in another room.

Make it a little difficult to “just check in for a moment.” Turn off notifications. Set a password that is about 10-15 characters long, remembering to NOT let the app save your password, and if you want to log in you will type it. I do this, because I use my phone to send texts as part of my marketing outreach, and sometimes out of boredom or frustration I find myself tapping the app to look at social media… but by the time I am nearly finished typing the long password, I consciously realize what I’m doing, so then I stop myself… at least until the timer rings.

Here are some other ideas.

If you have young children, is it necessary for you to watch every practice? Would it be OK to use some of that time to make phone calls or send business-building texts while sitting on the bleachers or in the car… however, be sure to have phone turned off and be fully present for the recitals and big games. Be there for the milestones.

If eating healthy is important but cooking takes a long time, consider cooking in big batches and freezing some meal-sized portions. My parents call this “making Big Food.” On your “working evenings” you simply reheat the frozen portion and serve with a shortcut-healthy side dish (like prewashed bagged salad). Or 1-2-3 nights a week you get takeout, and those are the evenings you spend working your business.

Something’s gotta give when you put major hours toward building a business. I hope these ideas give you inspiration to flex your schedule in a healthy way.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #trsc #balance #lookingatbalanceinanewway

Quality vs Quantity

As I get older I notice I am much more interested in quality.

For example, quality relationships. When people reciprocate when asked for reasonable help occasionally, and more importantly where people interact on a meaningful basis between requests for assistance.

I live in Germany, so the GDPR privacy rules go into effect tomorrow in a direct way for our household. The rules will affect communicating with European Union citizens living abroad, as well as with residents of the EU who hold citizenship of any country in the world (such as myself and my husband).

I have been preparing for the new rules by searching my database for people who meet any of those criteria, then reaching out to them in a typed (nonvoice) way to receive explicit permission to keep them in my (privately-accessed, password protected, stored online) database. I used mobile phone texting, social media private messaging, email, or even mailing them a greeting card.

Most people have been fine with all of it, a few asked me to hold only their name and phone number/email, one asked me to remove her information completely.

Some people have not responded at all.

So after I post this blog entry, I will remove the database entries for the nonresponders. If they reply affirmatively later on, I will be able to add them back. But in the meanwhile, I know not to spend energy on those relationships.

That frees my energy and time to focus on the people who at least give me the courtesy of a positive reply.

Focusing on quality can create an initial wince, and the benefits come afterward.

And, thank you for continuing to subscribe to this blog.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #gdpr #businessowner #qualityvsquantity

P.S. I posted a Privacy Statement yesterday. Please read it if you have any concerns regarding how data is handled. Also realize there is an unsubscribe button at the bottom of every emailed notice each time I publish a new blog entry. These options are provided so you have control of information as you interact online.

Your Two Tribes

When you do your work with excellence in a public sphere, you will gain two types of positive-minded tribes.

The first tribe is the Fan Tribe. Fans encourage you, cheer for your newest product, and sometimes refer other people to you. These people feed your mental state with uplifting words and click Like on your posts.

The second tribe is the Buying Tribe. These people cast a financial “vote” by purchasing what you’re selling. On the flip side, they may or may not tell anyone else about your product.

Typically there is overlap between the tribes. Some Fans quickly or gradually join the Buyers. Some Buyers become outspoken Fans of your product.

The challenge is to avoid becoming upset when a person wants to be only a Fan.

I know good words don’t pay the mortgage. And it may seem disappointing that someone who praises your product (and could likely be helped by it) won’t take the extra step to buy it. However, Fans are fertile sources for word-of-mouth referrals, which is the most trusted form of advertising in our modern economy.

Be sure to thank your Fans and be grateful for them. They typically lead you to your Buying Tribe.

–LYnn Selwa, “The Rocket Science Coach” ™

#lynnselwa #therocketsciencecoach #tribes #yourtwotribes #leveragedsales #partyplan #mlm #networkmarketing #residualincome