Be careful not to emotionally invest in people who are doing little more than talking, because once they quit you will feel as though you’ve failed them, when in reality they’ve failed themselves. 
I can remember the first time that I ever felt the sting of someone, who I really believed in, walking away from their business. This couple had everything it took to succeed except for one very vital attribute – commitment.
Once the tough times came, they couldn’t withstand the feeling of failure, so they began to fade away until one day the just “rode off into the sunset.” My wife and I questioned whether or not we had been there for them enough to offer the level of support that they needed, and other such questions of ourselves. In the end, we realized that it really was their choice to win or lose no matter what we did. I learned a very hard lesson that day about what I now call the “Buying vs. Applying Phenomena.”
The “Buying vs. Applying Phenomena” happens every day to lots of people, and maybe you have suffered from this phenomena at some time in your life, so let me explain what it is.
Have you ever noticed that fitness centers never stop taking new members, even though they have limited space to accommodate everyone? Have you ever watched an infomercial on something and bought that product, only to have it collect dust in the corner of your closet? If this sounds familiar, then you were a victim of this phenomena.
See, we all love the sensation of “buying” a solution; somehow, we think that just because we made the “commitment” to buy the solution, it would magically eliminate the problem it was intended to solve WITHOUT ANY ADDITIONAL WORK NEEDED. What a “psych job” we do on ourselves! Millions of dollars are spent every day on the latest cure for weight, health, pain, finances, etc., and the sad part is, those are hard earned dollars leaving our hands just so we can feel the comfort of buying a solution that will never work – unless we apply it!
When you enroll a new distributor, be aware that it is more than a possibility that the “buying vs. applying phenomena” is in operation with this individual/couple, which is exactly why you should never use hype to attract people to your business! For this very reason, you cannot afford to invest emotionally into them until they have APPLIED the solution consistently, persistently, and until a result occurs.
Without a proper flow of leads into your email, website, or voice mail, you’ll tend to covet everyone too closely (i.e. scarcity mentality). Building your business successfully means being aware that you’re only looking for “appliers” and not just “buyers.” 2-5 out of every 100 truly qualified leads will ever measure up to be “appliers,” which normally doesn’t include a single family member or friend.
At my network marketing training facility, you will learn how to build a system to repel the perpetual “buyer” and get you connected with a steady flow of real “appliers.” How would you like to enroll 5 “appliers” every month in your business? Your future success is too important to waste time, money, and resources on the wrong people, wouldn’t you agree?
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Another outstanding article Larry…very sauve!
Larry,
I love the article post. I have honestly seen this far too often in this industry. As a matter of fact, I have seen it far too often in myself. Yes, I have been a “buyer” more times than you can count. So, speaking from experience, I can tell you just where it will get you — in line at the Welfare Office. Being a “buyer” caused me to go completely broke, and it took me a while to finally get back on my feet. It’s an experience I never want to deal with again in my life.
Becoming an “applier” takes commitment, endurance and a little bit of self-discipline to stay the course and finish what you started. It doesn’t hurt to be aligned with great coaches and mentors, such as yourself, to get the “buyers” back in focus. At times this is not possible, but lugs.. excuse me, I mean, “buyers” tend to pick it up a bit when they have a success story a phone call away.
You are an awesome coach and great leader in this industry. I would work with you any day of the week, and twice on Sunday (but after church of course).. LoL
Thanks for the awesome training & support. I am glad to be on your team!
Take Care & God Bless!
Great article Larry!
Even though the idea was right in front of me I had never thought of it in “membership” terms.
I have re-tweeted!
This was awesome Larry. We were just talking about this same thing at my teams regional conference this weekend. Gotta keep your emotions on an even plane. We call it (people quitting the biz, etc), “just another day at the office.”
Don’t think I’m not following you, I just went into having my 7th child recently, so I’m still here. Yeah, I experienced the same thing, gosh, even with my boyfriend, until I turned around and said, “Dude, you’re quittin before you’ve even started? I’m the one who has invested on what little budget from Subway now you’re quittin? Don’t go askin for my supplies I invested my hard earned cash to obtain.” I didn’t just get into one company in San Antonio, Texas I got into several because I believed in their product line. Plus, I wouldn’t sell something if I ddn’t believe they couldn’t deliver that’s my deal. I’ve been in the hospitalility & retail business for over 20 years, I’ m not going to support a company who can’t produced the best of the best on the market. I want the best of the best for my customers regardless. If I didn’t believe what I was selling I wouln’t sell it, guaranteed.
The truth in the ratio of aggressive businessmen and women to the alternative is absolutely staggering. Somehow people have embraced the idea that all good things must fall from the clouds one day soon.
I learned from a wise individual that nothing in life worth achieving will come easily. I’m convinced that this post is a classic example of the truth in that statement.
We must decide for ourselves what it is that we really want, embrace some tangible motivation, and put the pedal hard to the floor until the goals we have set for ourselves are reached.
Thanks for the great post Larry.
Ok, Mr. Beacham, you truly got my attention with this article! I guest I do the same darn thing with the numerous books I purchase; only to take time to read a few of them. I have been “buying” solutions (with no commitment to use them for the intent they were created for — to solve my problem). That’s sick! (How does a mind get so deluded?)