One of the many things that really burns me up about network marketing is when people say things like “It’s a numbers game” or “Some will, some won’t, so what?” If there was ever more insipid advice given to new marketers, I sure don’t know what it is. The truth is, neither of these statements is true. It’s all about reading people. While the subject of reading people is a complex one, this article will begin to touch on some basics. In later articles, we’ll go into more detail.

There have been many studies done on the different personalities of people in this world. My favorite one is the study that divides people up into color groups. I’m not talking about skin color. I’m talking about the color of their personalities. Now, if this concept sounds a little odd to you, it’s actually a pretty widely known concept among network marketers, especially the ones who are experts in their fields. That’s why it drives me so crazy when these same people come out with phrases like the ones in my introductory paragraph. Talk about talking out of both sides of your mouth.

The concept of personality color is really very simple. Each individual personality has certain characteristics. Some people may have a personality where they are very money oriented. These people are used to doing business, usually very successful, but also are used to being in charge. They need to be the one giving the orders. They view their network as drones in a bee hive whose sole purpose is to work under him. Donald Trump is a good example of this kind of personality. Well, this personality type is given a color.

There are various color models. The one I like the best is the four color model of red, blue, green and yellow. The basic principal and philosophy is that all people are really made up of all four colors. Each person, however, has a different mix of color personalities. For example, Donald Trump would be mostly red, as red is the color most dominant for a person who is a leader and a fierce competitor as Donald Trump is. However, Trump has a softer side to himself which is exemplified by the charity work that he does. This is because of the other colors that make up his whole personality.

What does all this have to do with reading people? When you are trying to recruit somebody into your network, you have to be able to read their dominant characteristics in order to know how to approach them. For example, somebody who is a real go getter needs to know the income potential of your program. The bottom line is all they care about. For those who are more team players, you’ll need to stress how the people in your program help each other. Mention the support structure and other things that point to community.

In future articles, we’ll go into more detail on the different personality types and how to read them.

To YOUR Success,

Steven Wagenheim

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