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Stacking: Avoid Creating a Welfare Mentality 02/10/09
Brian McClure explains 'welfare mentality'.
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One of the common mistakes people make is they have somebody that says "maybe" here. And they have somebody else that they know personally over here that's saying "Hey, I'm ready to join" so they'll go to the person that said "maybe" and say "Look, I'll take this person over here that's getting ready to join and build this big network and I'll put them up underneath you, if you get in right now”. And the reason that's a mistake is it creates a welfare mentality. When you create that welfare mentality that person that you put somebody up underneath, that person is saying "Hey that's great John, when do I get my next person?” And the only reason they got in is because of the welfare, not because they were going to go build a business.
Now, there are times when somebody is, you know, there's mutual friends. You work at a real estate office and you're talking to somebody in a real estate office and somebody else over here, but the other person knows them as well - well at that point it might be appropriate to say "Hey, John’s getting into the business and John can get in underneath you", but not when it's given as a welfare entitlement, but more when it's given as a 'hey this is just the right thing to do' given the circumstances.
So, you never want to create welfare because then what happens is the person that got put up underneath the person that received the welfare is saying "oh, when are you going to do that for me? Everybody that I brought in is up underneath me, when are you going to do it for me?" And the person that received the welfare is saying “When are you going to give me another one.” So at some point - see we're in the business of duplication - at some point it's just not applicable in that the person - you just can't keep recruiting enough people to put up underneath everybody.
So, in this business that's called 'stacking', you never want to stack somebody up underneath somebody else. This business is a business of going wide and it's a business of speed over strategy, so a lot of times people will say "Well, I'm not going to talk to this person until I get promoted." Huge -probably the biggest mistake made by people. You want to get promoted to Senior Consultant as quickly as possible. And in order to get there, you've got to get to Regional Consultant. And so, you can't be holding anybody, you keep personally sponsoring until you get your first group of six and get your five customer points, and then you start personally sponsoring again.
