In our 30 years in the business we have been involved in only two companies. We were with the first for 18 years; when we joined our second, we earned more in our first year than we had earned in the entire previous 18 years!

What made the difference? In our new business, we didn't have a single training session until we'd already been in the business for four months--and then it was more of a celebration and sharing than what we thought of as a "training."

We learned that having people simply "learn more stuff" more often slowed them down than helped them. We learned that gaining more conviction--realizing the value of what we have through product and business testimonies--made people feel they couldn't with good conscience keep their mouths shut! When conviction is high, people want to tell everyone what they've found; they become more concerned with helping others than with what kind of presentation they're making. When this happens, we know that our training is working.

Too much training often happens because leaders want to get up in front of people and show what they know. Too often, the new member's strongest impression is that there are things he doesn't know, and that he now thinks he needs to learn before he can properly begin. This is not training, but handicapping!

Sometimes people want to hold their new members' hands to get them through the beginning steps. We'd held hands and coaxed in our previous business and didn't want to follow that track again. We wanted strong leaders. So we gave people a simple "How to Get Started" packet and told them to get themselves registered and order their products; if they had questions, they could call us. When they did, we usually told them where to find the answer, rather than actually giving the answer ourselves.

It worked. We sponsored about 35 people and helped to develop 11 of them to leadership levels--all of whom are still active today. Our group includes about three dozen people who have earned over one million dollars in the last 10 years, plus a great many others who are earning good incomes and still more part-timers, all enjoying the fun of sharing with others.

Our upline trained us well. When we asked how the products worked, he said, "Real good!" When we asked how the compensation plan worked, he said, "Real good!" We were a bit frustrated at the time, but eventually realized that we were seeing a great example of how to keep it simple.

Today, our single biggest training objective is to teach people that duplication happens when business is kept simple.



RUTH WILLIAMS has been in network marketing for over 25 years, and with her current company for 12. She her husband said "No" at least once monthly for six months before they finally agreed to take a look.