3 Vision Challenges Scentsy Leaders Face

The Three Vision Challenges Direct Selling Leaders Face

Becoming a Leader as a Scentsy Consultant can be intimidating. We’ve even had dozens of Consultants on our team that avoid being a leader! They contrast their perception of what it means to be leader with their own perceived weaknesses and insecurities and get overwhelmed with the gap they see between the two. I’m not going to say it’s easy or that these fears aren’t real but in my experience too many of us shrink in the face of our own, very real potential. In reality, none of us really know what we’re doing. Everybody who is a leader was once not a leader. Every current leaders had a first time being a leader. Our own experience and a willingness to tackle uncertainty goes a long way! A lot of times you just have to fake it ’til you make it! Trust in your own experience, jump in, keep working your business, realize you don’t have to know everything and in most cases, you’ll do awesome.

That said as leaders we want to help our team grow their own Scentsy businesses and striking a balance between working our own business and helping our teams can become a confusing exercise with mixed results. We want to help but aren’t sure what our teams need, what is most helpful, or if they even want our help. We’ve spent hours and hours helping, mentoring, training,  and coaching Scentsy Consultants on our team grow their own business with at best, mixed results. This leads to what we’ve determined is the most universal challenge we think all leaders face, ourselves included, is a matter of vision. These three issues with Vision influence how we spend our time as leaders and heavily impact our team growth.

These three Vision problems are:

  1. We have no positive vision of the new Consultants that join our team.
  2. We have too much vision for the new Consultant that join our team.
  3. We have no positive vision of ourselves.

So, the first one - having no positive vision of our new Consultants. This is pretty self-explanatory but more importantly how does someone get to that point? How do we get to a point where we have not positive vision of our new Consultants potential? There may be people that are just naturally pessimistic and don’t see other’s potential BUT in my experience our natural tendency is to see others in a better light than ourselves. And THAT, ironically, is how we get ourselves get to a point where we don’t see any hope for our new Consultants.

You see, imagine you’re a new leader wanting to help your team achieve their goals so you spend hours training, attending launch parties, explaining the comp plan, and even help them overcome their fears and get that first recruit. They promote to Lead. You have hope for their future and your own as you see your new Lead Consultant walking across the stage as a Director! A couple of phone calls go by and your new Lead is having a tough time completing goals, she’s not hitting her numbers, and her new recruit isn’t doing much. You paint the picture you see of her but it falls on deaf ears, nothing changes and other things begin to take precedence for your Lead Consultant. Two months go by and your unanswered phone messages, PM’s, and texts warning her that she is on the termination list do nothing and she’s gone.

Well, gee, thanks for the depressing story right?! But that’s how we get there. We get burned again, and again, and again. We invest time and energy and become emotionally attached to people and the amazing future we know they can achieve. So after watching that potential crumble with dozens of new Consultants after spending so much energy on them, we get deflated. The reality of direct sales is that one-third of our teams are just starting their biz, another one-third is working it, and the last one-third are on their way out.

How do we address this?

So, I’ve typed this sentence a dozen times but there really is no way to say it without sounding harsh but we have to find a way to provide some custom guidance, point them in the right direction and let them go and do it on their own. It's hard, but avoid the well-intentioned tendency to push or pull your new Consultants to success. You will be able to drag some to promotions but when you ask them to step up as leaders they won't know what that means or they'll think they need to do what you did and get frustrated trying to pull their teams to success. Instead of pushing or pulling, we focus on partnering. We increase our availability and mentoring to match their level of achievement. Sounds harsh but the more we push and pull the less they have to tap into their own creativity and feel the drive to do anything to make it work. No amount of mentoring or coaching can match the power of their own motivation.

Now the second one, the opposite of the first, is having too much vision for our new Consultants. Why is this a challenge? Well, because we do what I explained above - we spend inordinate amounts of time, energy, and emotional investment and set ourselves up for frustration as we see Consultants CHOOSE to let their Scentsy business die.

How do we address this?

Well, as odd it may seem the answer here is the same as the answer to the first - find a balanced approach to provide your new Consultants what they need. I’ll be honest though, it’s still a bummer watching people with so much potential not make it work. But, but that’s their choice and I respect that and wish them the best.

Finally, the one Vision issue we don’t think we have but is the greatest threat to our business - having no positive vision of ourselves. This Vision issue is what keeps so many Consultants from even being a Leader! How do we get to where we don’t have a positive vision of ourselves? Well, nobody knows us better than ourselves. We minimize or even forget our successes and exaggerate our failures. We think we can trust ourselves to be objective about our success rate when in reality we are own worst critics. No one is harder on us than ourselves as we spend hours comparing ourselves to others which only magnifies our weaknesses. All the while blind to the fact that they are doing the same as they look at us.

How do we address this?

Winston Churchill is quoted as saying - “Success is going from failure to failure with no loss of enthusiasm”. Success is not the absence of failure. My favorite BBQ sauce is Heinz 57 - it took 57 attempts to find the perfect recipe to find the awesomest BBQ sauce ever so hey, we can screw up from time to time. Secondly, stop comparing. Accept you screwed up, fix it, don’t do it again, and move on. Give yourself a break. Will Rogers once said that “Good judgment comes from experience and a lot of that comes from bad judgment”. If nothing else, you’ve probably developed phenomenal judgment!

The Focus Map to Scentsy Success

The Focus Map to Scentsy Success

In a clock-in, clock-out world there are things like career paths or management training programs that provide talented, high-potential individuals diverse experiences designed to help them progress towards a particular target job. At the end of the experience, assuming the individual does well, they gain the position they were targeting from the beginning. Knowing what the path ahead of us looks like allows us to focus on the now while still anticipating and preparing for what comes next.

LAUNCH YOUR SCENTSY BUSINESS and HAVE YOUR OWN WEBSITE IN JUST 5 MINUTES!!

In order to get the same kind of clear path as a Scentsy Consultant, the obvious place to start is with the Scentsy Compensation Plan. The Comp Plan tells us rank is next, how we are paid at the next rank, and what key metrics we need to hit in order to achieve that rank. And that's actually really great - knowing exactly what I need to do to make more money AND the fact that it is the same path for everyone - is awesome. But beyond that baseline info, we have a lot of Consultants wondering where their focus should be at each rank in order to make the most of their current rank AND how to promote to the next. So based on our own experience, we put together the below information to give our amazing team of Scentsy Consultants tips on where to focus at each rank.

RANKS 

Escential

Certified

Lead

TIME

85%-Selling

15%-Recruiting

FOCUS

Paying off Startup Cost
Learn how to sell
Create Customer Base
Scentsational Start Level 3

Becky & Dave Reco

Take advantage of the great incentives to learn your new biz, make money, and pay off your startup costs. Remember sales are money for today, recruits are money for tomorrow so spend your time selling this will prove invaluable to help train new Consultants. REMEMBER - always offer the opportunity at parties & to customers but spend your time getting parties.Star

SuperStar10%-Mentoring

30%-Recruiting

60%-SalesRecruit, recruit, recruit
Partner w/ upcoming leaders
Grow Team VolumeThe real reason we recommend the majority of your time be selling is if you’re out selling you’re in front of new people - the best way to find new recruits. Perfect your customer loyalty programs to reduce the time and money you spend getting PRV. Remember if 120 people spend $100 2X/year, you have 2k PRV every month. Start some mentoring but avoid the temptation to hand hold to ensure someone else's success, don’t create an entitled culture. Don’t let yourself get overwhelmed with the demands of a growing team and their questions. Avoid pushing and pulling your team to success - rather partner with them. Reward results. If effort isn’t getting results than work on training to improve results.Director

Star Director25%-Mentoring

35%-Recruiting

40%-SalesCrank out Directors
Empower your leaders
Create success cultureYour frontline and Director Generation bonuses should be roughly 50-70% of your paycheck if not more at this point. Your system for PRV should be established. Build Directors & help them develop into leaders; let them be leaders. Like you, they’ll make mistakes but avoid being the person your entire group goes to for questions, training, mentoring, news, etc. - let your leaders step up. Creating a culture of leaders requires empathy and accountability at the same time but work for it, it'll save your sanity and build sustainability into your biz.SuperStar Director35%-Mentoring

35%-Recruiting

30%-SalesBusiness sustainability
Keep Recruiting
Keep Leaders EngagedYour paycheck is largely, Dir. Gen. Bonuses and to a lesser degree FL bonuses. Focus on the long-term sustainability of your biz. This means ensuring leaders have goals and momentum and that you're still bringing new leaders. The reality is you can never stop recruiting. New Consultants, even Directors, with potential and promise join and quit all the time so you’ve got to be bringing new people in to keep the momentum and growth going in your business.Life as a Scentsy Consultant can be a lot of fun with the flexibility, time off, free trips, and unlimited income potential but, like any job, there is a learning curve. We hope that this helps give an idea of one way to achieve the success you're looking for as a Scentsy Consultant. If you're not a Scentsy Consultant but you've always thought about being your own boss or launching your own business let me invite you to join my global team of Scentsy Consultants. We have amazing Scentsy Consultants in Mexico, Australia, New Zealand, Germany, USA, Canada, the UK and more. Now is a great time to join and launch your Scentsy business! To join, simply follow the link to join Scentsy and become a Scentsy Consultant!

Can I Make Money as a Scentsy Consultant?

The other day as I was at Costco filling up my car with gasoline I overheard a conversation the woman in front of me was having on her phone. She was telling the person on the other end that their mutual friend was making a huge mistake and signing up for one of those awful “pyramid schemes”. She continued her conversation saying things like -

So, as I filled up the car our Scentsy business/direct selling business paid off with the credit card our Scentsy Consultant business pays off every month. 🙂 *Scentsy income disclosure.*  I couldn’t believe just how much hatred this woman had for direct selling. Honestly, I didn’t think there were still people in the world that held that perception of direct selling. I'm not naive enough to think that everyone loves direct selling but I was surprised at just how belligerent she was towards it. But I like to think that this woman is really just a victim of misinformation and has never had the opportunity to actually get to know people working direct sales.

The reality is that 20 million people are involved in the $36.12 billion direct selling industry.  People involved in direct selling have a higher percentage of annual income over $50,000 when compared to all Americans. (58% vs. 50%) Contrary to opinion, direct sellers also have a higher level of average education than the average American - 52% of are college graduates compared to 28% and 99% have high school diplomas compared to 85%.

Now, let’s talk about the rewards of being a Scentsy Consultant or direct seller. First, as in any business to look exclusively at the money would be limiting and not indicative of the real reasons people choose direct selling. For example, when I applied for corporate jobs I always asked about things like healthcare, 401k, paid time off, culture, and work-life balance when I considered the job. Salary is just one thing to consider. Beyond income, research indicates that individuals enjoy the fringe benefits like the flexibility of being their own bosses and setting their own hours and schedule as well as not having to ask for time off!

When you talk about income with regards to being a Scentsy Consultant or direct selling you have to remember that direct selling is, well, still selling. As much as we talk about the other activities we spend the majority of our time doing like mentoring and recruiting, we still sell and have to sell a certain amount to get paid on the production of our team. Secondly, Scentsy Consultants are paid monthly and every month is different. Some months - like October and November - are huge sales months with consumers gearing up for the holidays. Thirdly, there is a large percentage of Consultants that join a direct selling company to buy their favorite products at a discount, NOT to make a living off it. And since individuals are paid based on their work and level of effort and time dedicated to their business, those that are working it like a part-time job earn a part-time income and it's important to remember that is exactly what they want out of it. 

So, the first data I found went back to 2011 when Amy Robinson, a spokesperson for the Direct Selling Association, said that he median annual income for direct sales consultants in 2011 was $2,400. As I dug further I found that research done by Harris Poll in 2014 provided some more up to date information. According to the research -

Doing some simple math, that means that 2.4 million direct sellers earned more than $50,000 based on 2014 figures. The article points out that beats the national average salary for men and women, as well as the national median annual salary for all Americans working a 40-hour workweek as reported by the Bureau of Labor Statistics in Dec. 2013. Now, that’s only 15% of those involved in direct selling, but that’s also about the percentage of folks actually working their business. The research indicates that 70% of Consultants spend less than 15 hours/week on their business. An important note to add here is that those 15% earning that $50,000 and up are doing it how, when, and where they want to.

In summary, can you make money in direct selling? The answer is of course, yes. The most important things to remember are;

When you talk about income in direct selling you have to start with a few key understanding that direct selling is, well, selling. So individuals are paid based on their work and level of effort and time dedicated to their business and every month is different as some months - like October and November - are huge sales months with consumers gearing up for the holidays. Secondly, there is a large percentage of Consultants that join a direct selling company to buy their favorite products at a discount, NOT to make a living off it.

Direct Selling, like being a Scentsy Consultant, provide a lot of people a good side income that helps cover bills, pay off debt, and prepare for retirement. It can also be much more than and support a crazy family of 7 like mine! It just simply depends on your work ethic and what you value. If benefits like a flexible schedule, more time with family, being your own boss, and setting your own hours are appealing to you and you are comfortable as an entrepreneur with risk and have a good work ethic, than it’s a great fit. If not, and you prefer punching in and out and that mode of generating income than more power to you. Find the right fit and if Scentsy is appealing to you join my Scentsy team and let’s get you rocking and rolling!

As always, if today is the day and you're ready to get off the fence and launch your own business to enjoy more time with family, help pay off debts, earn free travel, to pay for monthly car bills, or to even make much, much more money, then let's not delay and get you started! Join my Scentsy team and let's get you rocking and rolling!

Forbes Article 

Harris Poll Research 

DSA Fact Sheet