What successful direct sellers can teach us

Title: What successful direct sellers can teach us

There is this one fascinating study of successful party plan consultants and network marketers.

The study was conducted by Doug Firebaugh and he compared the work habits of average direct sellers, successful direct sellers and Million Dollar Club members. With over 1,400 responses and interviews, the study has some interesting things to teach us.

One of the findings was that Million Dollar Club members have a realistic idea of the true efforts it takes for huge success – while average consultants have a more fantasy based idea. So let’s have a look at those true efforts!

Here’s a breakdown of some of the findings:

AverageSuccessfulMillion $ Club
Hours worked per week6
People talked to a day1715
“No’s” gotten in a week21025

What jumps out at you when you look at these numbers?

As a member of the Million Dollar Club, I can tell you that these numbers reflect my own direct sales business in most weeks.

I realize that not everybody aspires to be in the Million Dollar Club, but maybe you want to lift your game to ‘above average’. So let’s have a look at how to do that.

How to lift your game

For most people, all they need to do is to change their focus. Many consultants believe that they’re ‘too busy’ to get on the phone and talk to people. So they don’t.

Others procrastinate with busy work such as tidying the office and preparing and organizing everything to perfection. However, successful direct sellers work on the things that will directly benefit their bottom line.

Successful direct sellers focus on income producing activities.

It’s not about how many hours your work…

Many people are shocked to learn that Million Dollar Club members only work 25 hours per week on average.

What successful direct sellers can teach us about working smarter, not harder.

Generally in society we tend to believe that massive success equates with long hours. But successful direct sellers have worked out which activities help their business to grow in the future and which activities help to produce their income. And they put their focus there!

It was very early on in my career that I decided to use my time more wisely and focus only on the key activities. I paid a local teenager to help me with the basic business tasks so that I could free up my time to focus on growing my business.

When I had children I hired a babysitter for a few hours each week, just so I could focus on business growth. By hiring help, I could work smarter (not harder).

If you want to grow your business but you find you’re short on time, you could consider doing what I did and hire a young person to help you with the simple business tasks. Or perhaps you could hire a baby sitter or cleaner for a few hours each week to free up some time. Or perhaps your spouse is happy to help you have an “office evening” without interruptions?

Get more ‘No’s’

Have a look at the table above again, and notice how many “No’s” the typical Million Dollar Club member gets each week.

They get 25 “No’s” each week!

Maybe you could set yourself a “Million Dollar Club Challenge” and aim to get 25 “No’s” this week…I’m sure you’ll get plenty of “Yes’s” along the way too 🙂


  • Successful direct sellers work more hours than average consultants, but it’s not crazy high.
  • Successful direct sellers talk to more people each week than average direct sellers
  • Successful direct sellers get about 25 “No’s” per week
  • Successful direct sellers work smarter, not harder. They focus their time and energy on income producing activities.

I hope you now have a more realistic idea of what it takes to become successful as a party plan consultant or direct seller. I’d love to hear how you work smarter, drop me a line in the comments!

If you want to challenge yourself to develop the habits that successful direct sellers have, join the 21 Days to Success Challenge. It’s a challenge for direct sellers and party plan consultants to build their business over 21 days with support, motivation and ideas every day.

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