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Welcome to Direct Selling For Dummies! I have been a direct sales trainer for the last 20 years (after 15 years as an independent representative), and for the last 20 years, people have been asking me to write a book. Well, something always held me back, and I never did it, until … the Dummies folks approached me to write a book on direct selling. I jumped on it. I had already written many guides for individual companies, but I knew the direct sales industry needed a step-by-step, plainly written guide to navigating direct sales and building a successful business.

Despite what you may read on Facebook, creating and maintaining a successful direct sales business involved a lot more than posting product shots and pleading with people to “join your team.” Direct sales is like any other business – it takes work. But the benefits of increased income, flexibility, recognition, and personal growth all make it worth it.

If you picked up this book, I assume you have been bitten by the direct sales bug and are ready to take a chance on you. Just know that even though you are looking to go into business for yourself, because you bought this book, you are not alone. I am here for you every step of the way.

About This Book

Direct sales companies do their best to provide their representatives with relevant information about the industry and training guides to help them succeed. But until now, there’s been no book or guide out there like this one, simple and comprehensive. No other book on the shelves will take you from the beginning of your direct sales journey all the way through to success. This book is full of my training on every aspect of the business, from your very first party or appointment to building a multimillion-dollar organization.

Keep this book on a shelf in your office or somewhere close by. It is perfect to reference whether you are struggling with filling your calendar, recruiting new team members, increasing sales, or working with a team member.

Anyone can succeed in direct sales, but the fact of the matter is, the industry is currently very female, and I acknowledge this in my use of feminine pronouns in the book. Rest assured that even though I may be using she and her all over the place, the industry does have its share of men, especially in the Network Marketing and Hybrid end of the spectrum (see Chapter 3 for more on these models). That said, the bulk of this book is aimed at the Party Plan model of direct sales, and I made the decision to allow the language to reflect that.

Foolish Assumptions

I can’t presume to know your hopes and dreams. What I do know is that you picked up this book, which means you are at least interested in earning income from home while running your own business and staying as busy as you want. If you decide to go ahead and take the plunge, get ready to change your life. Whether you’re looking to pay for dance lessons for your daughter, buy your first car, or pay off debt, this industry can help you, and so can this book.

Now I don’t know what company you are interested in, whether you prefer the Party Plan or Network Marketing models (see Chapter 3 for more on those), or if you have any experience with this industry. If not, great – and if so, great. There is something here for you either way.

I do assume that you have a vision of a better life for yourself. That you want to chase your dreams, better your family situation, and experience personal growth. I assume that you’re looking for a little something (or a big something) to finally call your own. And I assume that you are motivated and a self-starter.

Icons Used in This Book

Tips contain nuggets of useful, practical advice earned from years of experience in the field and training representatives.

Material next to this icon is stuff you should keep in mind for future reference.

This serves to alert you to things that could cause trouble or cost you time. It is meant to help you avoid common but costly mistakes.

Beyond the Book

Once you read this book, you will be hungry for even more content.

In addition to the material in the print or e-book you’re reading right now, this product also comes with some access-anywhere goodies on the web. No matter how long you have been in the direct sales industry or how great your leader or company is, you’ll likely come across a few questions where you require extra help. Check out our free eCheat Sheet at www.dummies.com/cheatsheet/directselling for some additional references you can bookmark to keep handy.

In addition, there’s also some extra content that wouldn’t quite fit within the confines of the book. Think of these as a kind of book version of “extras” that come on a DVD. At www.dummies.com/extras/directselling you’ll find articles on promoting leaders and training your team, building out your skill set, running your business, and putting sales strategies into practice. You’ll even find an extra “Part of Tens” chapter on using Facebook to promote and expand your business.

Where to Go from Here

You may be thinking, if I can start anywhere, where should I start?

This book wasn’t designed to be linear. It’s a friendly reference, not a tutorial, which means you can start or stop wherever you please. Take a look through the table of contents or index to discover the areas that interest you most. Or check for the sections that cover the topics you need the most help in.

If you’re new to direct sales, the beginning is a great place to start. You will learn a little bit about the direct sales industry, get some info on what type of company may be best for you and your situation, and check out my new representative checklist. No matter where you start, I hope you have fun exploring the book and soaking up my 35 years worth of direct sales knowledge and expertise.