Updated: Jan 17, 2021
In the sales industry, especially with independent business owners like attorneys, CPAs, dentists, plastic surgeons, insurance brokers, and real estate brokers, they say "it's about having the dream".
Dreaming about business success has its origins with network marketing companies like Avon, Amway, Mary Kay and other well know direct sales companies.
Want to read some very funny words? Direct sales also extend into legal, accounting, dentistry, elective cosmetic surgery, financial services and real estate industries.
Yes, selling attorney legal services is no different than an Avon lady selling a tube of lipstick. Of course, the attorney fee is much higher than the $17.69 lipstick. The complexity and seriousness of a person's legal matter are much more pressing than whether a woman looks better in a dark red or a light gold shade. But the same work is essentially done to move the product from the salesperson (attorney or Avon lady) to the consumer.
Both the Avon lady and the attorney believe they will make so much money in their perspective industries. For the Avon lady, "so much money" might be $1,500 per month. For the attorney, great money might be $15,000 per month.
Want to read something even funnier than the previous comparison between the attorney and the Avon lady? The Avon lady receives more dream building support and training from the Avon upline marketing manager than the attorney receives.
The Avon lady is told repeatedly that she can someday live in a nice house, drive a nice car and possibly quit their 9-5 job if she just dreams about success.
In contrast, the attorney, CPA, dentist, and plastic surgeon hardly ever receive motivational nor business development training. These white-collar professionals get their degrees and certifications and prepare to open their practices, cold, without any formal business development education.
Looking at the desired business success of the Avon lady and white-collar small business owners, I will tell readers and listeners that both business owners have the same problem.
The Avon lady wants to make $1,500 per month and attorney wants to make $15,000 according to their dreams. Now, the 80/20 or (90/10) Rule or the Pareto's Principle applies where a lesser percentage of business owners will achieve their dreams and the greater percentage will not. I guess the 10-20% are "lucky" and the 80-90% are not lucky. Or, maybe the 80-90% did not dream about success.
Here's what I have learned as a consultant speaking with many network marketers and white-collar business professionals: the dream is less achievable (if possible at all) if business owners do not use a sales system.
With the rare exception of a few people, fulfilling the dream does not come without gaining sales system education and knowledge.
White-collar professionals finish college and complete certifications to open their practices. They believe they have everything necessary to make $500,000 or higher in income.
Why should not they believe $500,000 is attainable? The money is out there. The public uses legal, accounting, dental, plastic surgery, financial services and real estate services every day.
Sales systems and business development training are not taught in college and certification programs. White-collar small business owners need to understand and master these two concepts before the dream kicks in and the income follows.
Having the dream alone to succeed is not enough to execute the required action plan to make the dream a reality.
Sales systems and business development training allow white-collar business owners to design or engineer their roads to success.
I hope readers and listeners were not offended by me equating Avon sales with legal services sales. There is no difference in how both services are delivered to consumers. Both require a sale system.
Interested parties can contact me, Rick Nappier, CEO, at (833) 321-3212 or Yeilyn Rodriguez, VP, Business Development Specialist (bilingual) for English or Spanish contacts, at (786) 697-3400.
321 Biz Dev LLC offers 6- to 9-hour sales system training to help white-collar salespeople improve skills and increase business development results.
Business owners can also complete a 5-minute Questionnaire by clicking the Services tab on our website. Also, click the About tab to learn about 321 Biz Dev LLC.
I hope readers enjoyed this article.