Table of Contents

Introduction 1

Part I: Exploring the Direct Sales Industry 5

Chapter 1: Direct Sales 101 7

Chapter 2: Choosing the Right Direct Sales Company 31

Chapter 3: Working with Different Direct Selling Models 41

Part II: Building the Skills to Create a Successful Business 53

Chapter 4: Keeping a Positive Attitude 55

Chapter 5: Creating a Vision, Setting Goals, and Boosting Your Productivity 71

Chapter 6: Always Be Ready for Business 91

Part III: Putting Sales Strategies into Practice 107

Chapter 7: Building Your Business on Bookings 109

Chapter 8: Planning a Launch Party or Show 139

Chapter 9: Hosting Successful Parties 149

Chapter 10: Coaching Your Host 165

Chapter 11: Social Selling: Direct Selling on Social Media 177

Chapter 12: The Power of One]on]One Selling 209

Chapter 13: Sustaining Growth: The Fortune Is in the Follow]Up 221

Part IV: Building an Organization 237

Chapter 14: Attracting New Team Members: Recruiting and Sponsoring 239

Chapter 15: Conducting Interviews 261

Chapter 16: Sponsoring New Recruits and Leading Teams 269

Chapter 17: Group Recruiting: Holding Opportunity Events 289

Part V: Operating and Maintaining a Successful Business 299

Chapter 18: Managing Your Money Wisely 301

Chapter 19: Meeting and Communicating 309

Chapter 20: Networking to Grow Your Reach 319

Part VI: The Part of Tens 331

Chapter 21: Ten Mistakes to Avoid 333

Chapter 22: Top Ten Resources for Direct Sellers 339

Chapter 23: Ten Benefits of Direct Sales 345

Index 351

About the Author

Belinda Ellsworth is a veteran motivational speaker, sales trainer, and expert for the direct sales industry. With more than 30 years of experience, she has trained thousands of independent sales representatives, managers, and executives and has worked with more than 100 direct sales companies.