Enrolling in Network Marketing: Going Wide vs Going Deep
What I’ve discovered after 24 years, having organizations that have grown over a million customers in 180 plus countries around the world is that typically, if you look at most leaders, most million-dollar earners, they can point to only two to four people who make up 80 to 90 percent of their income.
I’ve talked to a ton of different leaders and this is always the case.
There’s typically going to be two, three, or maybe four people that contribute to most of your income, but in many cases, it’s only two or three.
The question is how do you find the two or three?
The misconception I think that a lot of people have is they’re constantly hunting for the two or three.
What I’ve realized is you never freakin’ know who’s going to go out and take action. You never know who the leader is going to be.
People are always asking me, “Matt, do I go wide or do I go deep?”
Enrolling: Wide vs Deep
If you’re new to our profession, going wide is personally enrolling a lot of people.
Going deep is digging down. You enroll someone who enrolls someone, who enrolls someone, who enrolls someone.
What I was taught is when you grow an organization that’s 10 levels deep through sponsorship where you sponsor someone who sponsors someone, who sponsors someone, you get 10 levels deep through sponsorship, and you’ve got a leg that will pay you forever, a line of sponsorship, because you’ve built stability in the leg.
There’s a balance.
Do you go wide and enroll a lot of people?
Some people will say that’s throwing mud up against a wall and seeing what sticks.
That’s one philosophy.
The other philosophy is do you sponsor just a few people and really work and tap root?
Tap rooting is working in-depth, leader under a leader, under a leader, under a leader.
Here’s the Reality
Do you go wide or do you go deep?
Do you want the answer?
Both! You’ve got to do both.
If you only go wide, throwing mud up against a wall and seeing what sticks, if that’s all you do, you enroll someone and you’re on to the next one, you’re very rarely going to find a powerful leader.
You may find someone. If you do enough of anything, you’re going to have some success.
I learned this early in my career.
I Got Really Good at Enrolling, But There Was No Duplication
Enrolling was something I got really good at.
I struggled for years and couldn’t enroll anyone. I was terrible but I finally got some amazing sales skills.
Eventually, I learned how to close and how to invite.
I learned how to go through a presentation and I was an enrolling machine.
Personally, I enrolled around 90 people within a few months. I was a maniac.
I’d have days where I’d enroll two or three people in one day. I was crazy good.
The challenge was I was not duplicable. People couldn’t duplicate what I was doing because I was using all kinds of advance sales tactics, advance sales strategies.
My philosophy was they’re going to either rise up or they’re not going to rise up and so, I’m just going to keep moving on to the next one.
After a few months, I had 150 in my group. I had personally enrolled 90 of them and I only had 150 people.
I taught one other guy my sales strategy and he went out and he personally enrolled the rest.
We had about three people outside of me and him in the whole group of 150.
That’s terrible and really bad numbers.
That was only throwing mud up against a wall and seeing what sticks. That was only going wide.
You Have to Work In-Depth
What I discovered is you have to go out and do the numbers but you have to work in-depth.
When you enroll someone, you need to pour your energy into them and tap root.
Ask yourself who do you know? Who is the most successful person you know? Who’s the most ambitious person you know? And you go in-depth because in most cases, the vast majority, I’d say 80-90 percent, the person that you enrolled is not going to be the big leader.
That’s why you have to do both.
If you don’t go wide and enroll 10 people, 15 people, or 20 people, just working in-depth, what you teach your organization is you only have to enroll 10, 15, or 20 people and everyone’s working. Everyone’s managing their group.
If you only go deep, your whole group goes into management mode and you have no production and it dies off.
It dies off either way.
That’s why you have to go wide and you have to go deep.
“But Matt, there’s only so much time in a day.”
That is an excuse. I hear it all the time.
People call me and say, “Man, my group is using me so much. I can’t go personally enroll people.”
You should be enrolling more. You’re out doing meetings and calls so invite your own personal prospects to the meeting and the call.
It is an excuse when you stay in management mode.
There’s no excuse for not going wide and not going deep. You can do both but it’s a mindset.
You have to be in abundance, not scarcity.
I hope you got some value out of this.
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