In Step 1, 'Laying Down a Track to Run On,' we talked about how to get your new distributor started the right way. In Step 2 'Being a Good MLM Sponsor,' we discussed how you should go over 'The Rules' of your operation with your downline so they can develop the discipline to grow their (and YOUR!) business. In this, the third step of the series, we'll discuss 'Working Depth,' or making it too expensive for your downline to leave the business!'

Step 3 -- Working Depth With Your MLM Downline
Working depth means sponsoring your downline when they sponsor their new distributors. It means assisting your business partners to help them get their downline (and YOURS!) started the right way.

Essentially, you're taking the track that you've laid out for your downline to run on and getting them to pass that knowledge on to their personally sponsored distributors. Naturally, they're going to need help helping others and that's where you, as their sponsor, come in. This is the essence of network marketing, i.e. building relationships and helping others succeed.

How deep should you go? Theoretically, you only have to go down two levels, i.e. lay out the track for the people you enroll and for the people they enroll. If everyone follows that format, the method perpetuates itself.

In reality, however, not everyone is going to approach the business the same way. Some will work a their own pace (usually more slowly than you would like!), or will want to 'tweak' the methodology to fit their style. So, don't just think 'one or two levels.' Realize that you can do this with EVERYONE in your downline that's willing to be coached, whether you personally sponsored them or not. The downline pays the upline; if a new distributor enters your downline, and is willing to work to grow the business, why wouldn't you work with them? They may not bring money to you directly, but they will bring it to you indirectly. Who pays the downline that pays you? Their downline. Your success depends on their success, so don't be afraid to work deep into your organization.

Remember, one of your goals should be to make it too expensive for your downline to leave the business! If you don't build builders, you'll never acquire the lifestyle that can come from having a significant passive residual income stream.

In closing, let me reiterate something from Part 2you can't change human nature. People will only do what they are willing to do. However, people can change themselves if they are willing to change. Being a good sponsor means showing your downline the benefits of (a) following a proven track, (b) being a good sponsor themselves, and (c) working depth.

When you work with your downline to create an independent network of builders, and help them to develop other builders who, in turn, develop more builders, you've found the winning formula.

One last thought: don't take it personally if some of your downline distributors don't turn into dynamic business builders. As long as you have done your part in educating them, you've done all you can do. You can't build their business for them. While you can provide inspiration, they must provide the perspiration!

Work with your distributors; give them tasks to accomplish each time you contact them. But, that's about all you can do. If they don't want to build their business and be responsible for their own success, then you must spend your time on those who have earned it, i.e. those who are willing to take responsibility.

To your success!

Bruce Bailey, Ph.D.