There are champs, and then there are chumps. Here's what I mean by a "chump": a nice person who doesn't believe in himself and has not yet experienced above-average success. And the truth about chumps is, one champ sponsored into your network is worth a thousand chumps.

Very few leaders would argue with this, yet many of these same people teach a presentation style that attracts nothing but chumps. You see, chumps love to get something for nothing; they love the idea that someone else will make them rich. So when they hear such phrases as, "You can build this business in your underwear," or, "You never have to talk to anyone, you can sponsor your entire group over the Internet," they love it!

The average person has lottery mentality and is waiting for her ship to come in. She just knows that one day, that knight in shining armor is coming to rescue her and make all her dreams come true. In mental toughness training, we refer to this as "delusional thinking."

The Roots of Chumphood

At the very root of this mindset is a feeling of helplessness and fear. The average person has very little belief in himself, but tends to have a strong belief in others. That's why he indulges so heavily in society's grand buffet of delusions, such as television, alcohol, drugs, credit cards, lottery tickets, etc. All of these things, which (outside of alcohol and drugs) are fine in their own right, in excess keep the average person mentally medicated and emotionally delusional. While he loses himself in an overabundance of relatively worthless entertainment and recreation, which don't require any level of critical thinking, the top five percent of the population are out taking over the world.

Think I'm exaggerating? Do some research on the combined revenue from alcohol, drugs, and mass entertainment. That's why entertainment giants like Jim Carrey get $20 million a movie. Television and the media control the collective consciousness of the masses. More people know more about who's getting kicked off the island than they know about what they want out of life.

This is the difference between dealing in objective reality instead of delusion, and here's my point of the whole thing: If you present your opportunity to appeal to the masses you will sponsor the masses, who will in turn do nothing except complain and drive you crazy. If you'll present your opportunity out of objective reality, you will scare off the chumps and attract the champs. The chumps delude you into thinking you have a large group, when in fact what you have is a bunch of people looking for a free ride. Consider yourself lucky if they purchase products every month and move on. Don't delude yourself into believing that most people will change from chumps to champs. Most won't. It's too much effort, and they don't believe in themselves enough to do it.

Attracting Champions

So how do you structure your presentation to attract the champions? Use reality-based language.

Champions know there's no free ride; they're not looking for one. What they are looking for is an honest opportunity they can get excited about and profit from. Your opportunity, minus the hype, rah-rah, exaggerated claims, and promises of quick-and-easy success, is the answer. It's up to you to present it this way.

Here are some phrases you might consider using:

"Network marketing isn't easy, but if you build it correctly, the upside is tremendous."

"The downside of network marketing is not the business itself, but the way in which many people have presented it. Something like the way used car sales got a bad name: it had nothing to do with used cars, it was all about the manner in which the sales people sold them."

"I'd just ask you to consider this as a viable plan B for your career, or as a possible exit strategy."

"From one successful person to another, this business is about leverage. Leveraging your contacts, credibility, and your time...not to mention your money."

"Success breeds success. We don't chase anyone; we're only looking for people who are successful enough to recognize the potential of this business. I don't want to sound funny about it, but we're very discerning about who we contact about this business."

"I don't want to give you the impression that this business is easy, because it's not. I wouldn't come to someone of your reputation and experience with that nonsense. But with your contacts and credibility and my knowledge of this business, we would make an awfully strong team."

"Yes, the products are pricey; so is the Ritz-Carlton. Our clients pay for high quality and superior service, just as they do at the Ritz."

Get the idea? Talk the language of a champion, and you will attract champions. Leave the chumps to someone else.

Steve Siebold is co-founder of the Gove-Siebold Group, a training organization that helps networkers develop world-class communication skills.