As a mental toughness coach to some of the most successful sales and management teams in the Fortune 500, I’m often asked about the dual roles of logic and emotion when it comes to creating world-class success. The proper use of both is even more important in network marketing.

Network marketing is the most emotion-driven profession in business today. When it comes to creating excitement and motivation, that’s a good thing—but for strategic planning, it’s a disaster! Building a business plan on pure emotion is a recipe for failure; in fact, this is one of the primary reasons many networkers fail.


The Role of Logic

The first rule of mental toughness is to take responsibility for yourself and your enterprise. This means doing your due diligence and conducting a thorough investigation of the company you represent. The low cost of entry often dissuades people from doing their homework and asking their sponsor the necessary probing questions that any business leader should be asked. If you were investing in a franchise that was going to cost you $250,000, would you sign up without any further investigation than attending a meeting?

When it comes to matters of business strategy, keep your emotions at bay and allow left-brain logic to be your guide. Here are some things you should be asking yourself and your sponsor:


• How do the products and services you will be representing compare in the marketplace, in terms of both quality and cost?

• How does the compensation plan work? And how does it compare to others, in terms of payouts and bonuses?

• Has the company had any issues with the Federal Trade Commission or Attorneys General?

• How long has the company been in business? And what kind of reputation does it have in the industry?

• What type of success have your upline leaders had in this company?

• Where are the leaders actually making their money? (Sometimes this is evident, sometimes it’s not. You need to know. )

• What methods of prospecting does your upline recommend? For example, are they buying leads, cold calling, using the three-foot rule, running ads?


These are just a few of the questions you would ask before starting or investing in any business, yet very few distributors ask them. They let their emotions override their better judgment. If you will use logic as part of your strategic plan, you’ll be able to build a successful business on solid ground.


The Role of Emotion

Now let’s examine the role emotion should play in your business.

Emotion is the rocket fuel of motivation. Logic steers the course—emotion supplies the power. The single most effective way to utilize this power tool with your people is to help them identify their emotional motivators, and the best place to start is by examining your own.

What really drives you emotionally? Over the course of the many years we have conducted our Mental Toughness University course in corporate America, we have found these are the five most common emotional motivators:


1) religious/spiritual beliefs;

2) children;

3) the need to prove something to oneself;

4) the need to prove something to someone else;

5) recognition in general.


The easiest way to uncover your emotional motivators is to create a written vision for your life. We call it, “A letter to a friend.”

It’s easy: simply write a letter to a friend, dated five to 10 years in the future. The premise is that you haven’t seen this friend in all this time, and now you’re explaining everything that’s happened since you last met. Write the letter in the present tense, just as if all of these great things have already come true.

The two key aspects of the exercise are detail and emotion. Be sure to go into great detail as you describe the things you want to happen, and explain how achieving or having these things makes you feel. The more you describe your feelings, the better. The idea is to find out what really makes you tick.

Once you complete the exercise, e-mail it to your group and challenge them to do it for themselves. Once you have a copy of their vision, you have the blueprint to their emotional motivators. These emotional motivators are the real reason they’re doing the business—no matter what they have pasted on their refrigerator.

Once you know this, you can coach them at a much higher level.

Once you have your business vision completed, build the habit of reading it every day when you wake up in the morning. If you don’t feel an emotional charge after reading it, go back and add more items that really excite you.

Once you have an emotionally charged vision and you’re reading it every morning, you’ll develop a healthy obsession with its attainment. This obsession will drive you to do whatever it takes.

Don’t confuse logic-driven activities with those that need to be based in emotion. Each has its place—and now you know how to use each as a tool to build your business.


STEVE SIEBOLD is on the faculty of
Networking University, and co-founder of the Gove-Siebold Group,
a training organization that helps networkers develop world-class
communication skills.