Your standards affect everything:

• How you show up
• How you lead
• The decisions you make
• The people you attract
• The energy of your team
• The results you create

Most direct sellers don’t intentionally set standards for their business, their customers, or their team. Instead, they build reactively and accept whoever shows up.

But successful business owners don’t do that.

They decide what they want, how they want to work, who they want to work with, and what kind of business they want to build, and then they operate from those standards.

Your standards become your business plan.

In this episode, we’re talking about:

• Why direct sellers struggle to set standards
• The difference between standards and being “judgy”
• How your standards shape your business culture
• Why lowering your standards drains your energy
• How your recruiting standards affect your team results
• The connection between standards, identity, and leadership
• Why you have to operate at the level of what you want, not the level of what you currently have
• How raising your standards changes how you show up and what you attract

If you want to build a business you’re proud of, you have to stop building by default and start building intentionally.

RESOURCES:

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Most direct sellers signed up because they love the products, but loving the product and building a profitable business around it are two completely different skill sets.

If you want a business that grows, supports your life, and creates the kind of income and freedom you want, you have to start taking ownership of it.

You have to think like a founder.

In this episode, I’m breaking down:

• Why the founder mindset changes everything
• The difference between being passionate about a product and building a business
• Why direct sellers need business-level skills
• How founders budget their time, energy, attention, and money
• Why successful leaders focus on quality over quantity
• How founders make decisions differently
• Why founders invest in learning, practice, and mastery
• The problem with panic-driven businesses
• Why your company should be viewed as a tool for your business
• How to build a business that fits into and supports your life

Your business has unlimited potential. 

RESOURCES:

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this episode, I’m talking about why leaders hit ceilings, why doing more of what got you here won’t get you where you want to go, and why the problem usually isn’t motivation or consistency.

I’m also sharing the story behind Breakthrough, my high-level coaching program for leaders who are ready for their next level and want personalized support, strategy, and coaching.

In this episode, we talk about:

• Why leaders get stuck even when they’re working hard
• The difference between a ceiling issue and a foundation issue
• Why every level of leadership requires a new skill set
• Why group coaching and generic systems eventually stop working
• How personalized coaching creates breakthroughs
• What makes Breakthrough different from traditional coaching
• Who Breakthrough is for and who it’s not for

This episode is for the leader who:

• Knows she hasn’t reached her full potential
• Wants more for herself, her business, and her team
• Is ready to grow, think differently, and lead differently
• Wants to build something she’s proud of

If you’re ready for your breakthrough, send me a DM to apply.

RESOURCES:

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Success is fun.

Success is work.

The opportunity in this industry is unlimited. There are no caps on income, sales, or recruiting. The only limit is the one you put on yourself.

I also share a powerful mindset lesson inspired by Snoop Dogg and how his perspective on success applies directly to building your business.

In this episode, you’ll learn:

• What it really means to treat your business like a business
• Why most direct sellers struggle to make consistent money
• Why skills are required for success and what those skills are
• Why confidence comes from practice, not shortcuts
• The role of responsibility in your results
• How to build self-belief even when it is not there yet

You get to decide what kind of business you build.

You get to decide how much money you make.

But you also have to take responsibility for learning the skills, doing the work, and becoming the person who gets those results.

Listen to Snoop’s speech here.

Click here to learn more about Elevate.

RESOURCES:

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And we’re really going to talk about how the industry has changed, and why it hasn’t grown even though we have more tools than ever (social media, AI, automation, on-demand training), and yet, fewer people are building strong, sustainable businesses.

In this episode, we talk about:

• What direct sales looked like before social media, and why it worked
• Why more access hasn’t led to more success
• The problem with relying on social media, AI, and consistency alone
• How the industry shifted from skill-building to shortcut strategies
• Why people aren’t learning the skills they need

Technology didn’t make this business easier. It made it more complex.

This is still a relationship business.

That hasn’t changed.

And if you want real results, whether that’s side income or career-level income, you have to take responsibility for building the skills that create them.

Click here to learn more about Elevate.

RESOURCES:

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Every business builder goes through a decision process before they join, and whether you realize it or not, they’re evaluating you and your business the entire time.

They’re asking themselves (often subconsciously) these questions:

• Can being a direct seller meet my needs?
• Can I be successful?
• Can you help me be successful?

In this episode, I’ll walk you through what they’re thinking, how they’re gathering information, and how to set up your business so you naturally guide people through this process.

We’ll also talk about why relationships matter more than ever, why posting isn’t enough, and how to share the opportunity in a way that feels natural, consistent, and effective.

In this episode, you’ll learn:

• The 3 subconscious questions every business builder asks before joining
• Why recruiting starts before someone is even a customer
• What makes someone choose you as their upline
• Why most direct sellers leave money on the table with passive recruiting
• How to share the opportunity without being pushy or awkward
• Why weekly opportunity events are essential for consistent recruiting

If you want to build a team of business builders, not hobbyists, this is the framework you need to structure your business. 

Click here to learn more about Elevate.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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Your identity shapes how you think, feel, act, and show up in your business. It also impacts the kinds of customers and team members you attract. If your identity doesn’t align with the business you want to build, you’ll keep hitting the same ceiling no matter how hard you work.

In this episode, I break down the 6 common direct sales identities, talk about what each identity looks like, how it affects your results, how it impacts the people you attract, and what it takes to shift into a stronger, more sustainable leadership identity.

In this episode, you’ll learn:

• How identity affects your direct sales success
• Why some leaders struggle to grow or stay paid at title
• How to support team members at each identity
• Why your business will only grow to the level of your identity
• How to identify the identity you’re currently operating from
• What it takes to shift into the identity of a stronger leader

If you’ve ever felt stuck in your business, frustrated with your team, or like your results don’t match how hard you’re working, this episode will help you see why.

Click here to learn more about Elevate.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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When you build your business with a recruiting pipeline as the foundation, you stop chasing warm bodies and you start attracting higher-caliber team members. The kind of people who are looking for a real business, not a discount or a hobby.

You’ll also start conveying your expectations without having to announce them. You’ll model what a profitable, healthy business looks like, and the right people will be drawn to that.

In this episode, you’ll learn:

• Why your recruiting pipeline starts before someone even becomes a customer
• The five stages of sponsoring and what to focus on in each one
• How to show up in a way that attracts business builders and repels kitnappers
• Why mindset and leadership presence matter even before someone buys
• How to strengthen customer relationships in a way that supports recruiting
• How to use opportunity sprinkles without being pushy
• Why hosted events are the easiest way to keep your pipeline full
• What your opportunity event rhythm should look like and why it matters
• Why follow-up is critical 
• How the join stage sets the tone for duplication through onboarding and training

A few reminders to keep in mind:

Everyone who knows you is in your pipeline, even if they never buy or join, because they can still refer someone who will.

Your job is to serve people in the stage they’re in and guide them forward. Not rush them. Not drag them. Not force it.

Most people will stay customers. Some will explore and join quickly. Some will take months or years. Some won’t join at all. Your role is to stay connected and stay consistent.

When you understand the stages of sponsoring, you stop making recruiting mean something dramatic. It becomes simple. It becomes leadership. It becomes part of how you run your business.

Click here to learn more about Elevate.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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This episode is for direct sellers who are building or leading teams and want to develop the skills, judgment, and capacity required to hold their title and continue to grow. 

In this episode, you’ll hear about:

• Why the DRIVE framework is about capacity, not speed
• The two phases of every goal: the becoming phase and the being phase
• Why most leaders prepare for the result but not the responsibility
• How leadership skills are built while you’re growing, not after you promote
• Why deadlines and urgency often undermine sustainable leadership
• The difference between fear and misalignment during growth
• How identity and energy shape results long before the title
• Why decision-making standards matter more than motivation

The Five Foundations of the Becoming Phase

During the becoming phase, leadership capacity is built intentionally through a few non-negotiables:

• A steady stream of new customers
• A duplicatable customer care system
• A structured recruiting process
• An onboarding system that builds skill, not dependence
• Decision-making standards that manage energy during growth

This is the foundation that you’ll need throughout your business. Your title is only as strong as the foundation you build it on.

If you’re working toward leadership or trying to stabilize at your current title, Elevate will support you through that process.

Elevate is designed for aspiring leaders and leaders who want to build their foundation so that they can scale. 

Click here to learn more about Elevate.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this episode, we take a clear, honest look at why results alone don’t create sustainable leadership, and why so many leaders struggle to maintain momentum after they promote.

This conversation is for direct sellers who are building or leading teams and want to grow without relying on urgency, shortcuts, or carrying everyone else.

In this episode, we cover:

• Why setting one goal creates more stability than chasing multiple outcomes
• The two phases of every goal: the becoming phase and the being phase
• Why results without skills create instability and burnout
• How results can mask gaps in selling, recruiting, and training
• Why the first level of leadership is the hardest, and why most people get stuck there
• How focusing on minimum requirements reinforces a struggling leadership identity
• The difference between building volume and building leaders
• Why wide teams don’t duplicate, even with training and support

Key Takeaways

• Results are not an accurate measure of skill.
• Promoting without a foundation makes leadership harder, not easier.
• Sustainability is built in the becoming phase, not after the title.

RESOURCES:

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Most direct sellers visualize reaching a goal.

Very few visualize taking the actions to reach it.

And almost none visualize handling the setbacks and everyday realities.

That missing piece is what keeps people stuck.

This episode gives you a step-by-step process to mentally rehearse success, prepare for challenges, and train your brain to stay calm, confident, and in control no matter what happens.

Here’s what you’ll learn:

• Why visualizing your goal repeatedly makes it feel normal and attainable
• How to visualize not just the result, but the actions that lead to the result
• How to anchor the feeling of success so you can access it on demand
• How to use that anchored feeling to practice new business activities in your mind
• Why visualizing yourself doing scary things makes them easier in real life
• How to identify where resistance is coming from and what skills you need to build
• The problem with taking shortcuts instead of learning real skills
• How to prepare your brain for realistic outcomes
• Why successful leaders respond instead of react
• How to normalize rejection so it doesn’t derail you

If you’ve ever avoided sending messages, making offers, or trying something new because it felt scary, this episode will help you change that.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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We’re covering the daily mindset practices, habits, and energy work that help you move from just looking at your board to actually living it. You’ll learn how to intentionally become that person through microchanges, journaling, energy shifts, and inspired action.

This episode walks you through:

• Where to put your board so that you use it
• The power of anchoring emotions
• How small habits compound into identity shifts
• How to use affirmations
• How to use a variety of mindset practices
• How signs, intuition, and inspired action lead to real-world manifestations
• Why it’s okay to evolve your board and release visions that no longer fit

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this episode, I’ll walk you through how to create a vision board that works as a manifestation tool, not a scrapbook page.

You’ll learn:

• How to make a list of the experiences your future self will have
• Why the energy you bring to this process matters (and how to get into the right headspace)
• How to identify the feelings behind your desires and why doing that is important
• What to include (and what not to) if you want your board to work
• The difference between getting something and becoming someone
• Why including big and small visions helps you manifest more
• How to incorporate co-creation with God or the Universe into the design of your board

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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This isn’t your average vision board class. I’ll spend a lot more time on how to use your board than how to make it. 

We’re going beyond cutting and pasting magazine pictures and calling it a day. This is about who you're becoming and how to co-create the life and business you want.

In this episode, you’ll learn:

• What a vision board really is, what it isn’t, and why direct sellers need one
• How to use your board as a goal-achieving, manifestation tool, not just a creative project
• Why most direct sellers don’t reach their goals (and how vision work can change that)
• The science behind why vision boards work (RAS, subconscious programming, and visual imagery)
• What it means to align your energy, frequency, and identity with your future self
• How to trust the process, allow guidance, receive nudges, and release what’s no longer serving you

In this series, you’ll set your vision, turn it into a goal, and create a plan to reach your goal that aligns with your vision and who you want to become. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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• What’s shifted and why what used to work isn’t anymore
• What most leaders stopped doing and what they need to bring back
• Why 2025 was a stabilizing year
• What I’m doing differently in my coaching business because of what I see coming

I also walk you through exactly how to make this shift inside your own business and your team, and how to build momentum even though it might/will feel slow in the beginning. But I also tell you why it’s worth it and what’s on the other side if you keep going.

You’ll walk away from this episode with:

• A renewed sense of possibility
• A clear picture of what growth in 2026 actually looks like
• A practical structure you can start implementing this month

This is the year to go back to the basics. Go back to building community. And lead like it’s your job (because it is).

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this episode, I share my story and lessons from being a top producer and leader in three different direct sales companies. 

You’ll hear:

• How treating my business like a part-time job helped me build quickly
• The recruiting mistake that got me awards but also burned me out
• How changing me and my mindset changed everything in my business
• How I almost quit after an incentive trip and what saved my business
• How I rebuilt my business after a cross-country move and when I switched companies (without reaching out to my existing contacts)
• Why I started a coaching business

When you apply these lessons to your business, you’ll:

• Plan your business around your family and personal goals
• See the difference between training that creates results vs. training that wastes time
• Understand the importance of taking control of your success and asking for help
• Know why it’s important to trust your instincts

This episode applies to all direct sellers at all stages of their businesses. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this episode, I’m walking you through:

How the energy you’re in when you set your goal determines how aligned you are with your goals

• Why I didn’t feel lit up about my business last year, even though everything looked “fine” on paper
• How the stories you tell yourself about one area of your life impact all areas of it
• Two big mistakes direct sellers make when setting goals (and how to avoid both of them)
• The definition of authenticity and why it's the most powerful frequency you can tap into when setting a goal

We’ll also talk about what it looks like to set a goal from hustle energy vs. aligned energy, how to tell the difference, and why setting safe goals actually drains you, even if you reach them.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this one, I’m talking about my physical health and how I lost more weight in six months than I have in decades. 

This breakthrough came from learning how to:

• Ask for help (from someone who actually understood what I needed)
• Receive support without resisting it, modifying it, or minimizing it
• Prioritize myself in a way I hadn’t done before

It also came from giving myself time to grow, space to develop new habits, and permission to go slow so the results would stick.

You’ll hear how small changes lead to small results, and how they add up over time. And how that applies directly to your business.

We talk about:

• The link between physical and mental energy (and how it shows up in your business)
• Why you can’t duplicate someone else’s plan and expect it to work for you
• The real reason it’s hard to stay consistent and what to do about it
• What it means to be truly coachable (and how to get the most out of support)

And most importantly, I walk you through how to apply these lessons—ask for help, be a good receiver, and take care of yourself—to your business so you can finally see the breakthrough you’ve been waiting for.

I also give you some bonus lessons, including: 

• The importance of getting measurable results
• How celebrating every win and effort helps keep you on track
• Why focusing on a goal can hurt you in the long run
• How everything is connected and value of the ripple effects of your efforts and results

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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I also talk about how training your team to have $1,000 months will benefit your business and your team culture. 

You’ll learn:

• Why a $1K month is the sweet spot for direct sellers
• The benefits you’ll receive when you strive for consistent $1K months
• What your calendar and activities would look like to hit it consistently
• The ripple effects on team culture, recruiting, and retention
• How to train your team for $1K months without scaring off people who don’t have that goal
• The math of $1K months
• How shooting for the minimum will bring you more frustration than benefits

Want support building your $1K month business? Check out The Side Gig Society.

Ready to train your team to do the same? You’ll love Elevate.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

Get your questions answered on the podcast: ask them by filling out this form

Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn

In this episode, I’m sharing how I healed from deep emotional grief after losing both my mom and my dog, and what finally lifted the emotional fog I didn’t even realize I was still carrying.

I’m telling the whole story, including:

• What happened after my mom passed, and how I thought I had “dealt with it”
• The surprising moment in a peer mastermind that helped me see I was still stuck
• Why I chose to go to a medium instead of grief counseling, and how that session changed everything
• The three lessons that came through and how I’ve used them to make big shifts in my emotional health and business

This is a story of healing and learning how to ask for help, accept the good, and put yourself first even when you’ve been taught to do the opposite your whole life.

I’m also giving you real-life examples and super simple ways to apply these three lessons in your own business and everyday life.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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In this episode, I explain:

• Why collecting nos isn’t helpful (even if it sounds like a good idea).
• How to get more yeses without posting more, copying and pasting messages, or sounding spammy.
• What a good offer actually is (and how most direct sellers are missing this step).
• Why your energy and your love for your business make all the difference.
• How to make clear, compelling offers that attract yeses without being salesy.
• How to use a no to make different offers. 
• Why it’s important to present your business in a variety of ways. 

And I explain why you have to love your business to get the results you want.

RESOURCES:

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You’ve probably been told “it’s not personal,” and that might feel true sometimes, but sometimes it still stings, especially when the person saying no is someone you know, or when you’ve put time and energy into an offer.

In this episode, I break it down and help you understand:

• When no is personal, and when it’s not.
• What to do when your friends stop buying.
• How to present your offer with skill instead of asking for favors.
• The difference between being rejected and just getting a no.
• How to separate yourself from your offers so you can keep showing up.
• The actual reasons behind most nos.
• How to make better offers that people want to say yes to.

You can’t avoid nos, but you can stop letting them get to you. 

RESOURCES:

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It’s a big answer, and we’re going to unpack it from several different angles—starting with the decision process that every buyer goes through. Once you understand this process, you’ll stop taking the nos personally, you’ll stay in the game longer, and you’ll get more yeses.

We’ll talk about:

• The four-step decision process that everyone goes through before they say yes.
• How and why “no” is part of the process and not the end of the conversation.
• Your role is in every step of the process.
• Why it’s so important to get contact info and stay connected.
• How curiosity can lead to desire and start the decision process.
• The difference between “not now,” “not ever,” and “not this offer”

If you’ve ever felt discouraged when someone didn’t respond, or you’ve worried that following up too much makes you annoying, this episode will help you reframe those thoughts and see the bigger picture.

You’ll walk away with:

• A clearer understanding of why people don’t buy right away.
• A framework to help you stay connected until they’re ready.
• Encouragement to work with and stay with the process to get the results you want.

This is the kind of skill that separates the casual sellers from the consistent earners.

RESOURCES:

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Whether you're doing vendor events, online parties, or in-person workshops, your top priority should be collecting contact info. Because if you can’t follow up, you’re leaving sales and future business on the table.

Most training just tells you to use a drawing slip or a contact form, but I’m breaking down the why, the how, and the what so that getting people’s contact information is a habit.

In this episode, we’ll talk about: 

• Why contact info is more important than a one-time sale.
• What to include (and not include) on your form or slip.
• When to ask for it, and how to make it feel natural.
• Online and in-person examples you can use right away.

This isn’t about being pushy. It’s about being intentional. 

And if you’ve been wondering how to handle it when people say no, this is your first step. Because when you have their info, no doesn’t have to be the end of the conversation.

RESOURCES:

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This isn’t about setting exit plans or walking away from your business. It’s about making the most of your business while you still have it, so whenever the time comes to move on, whether it’s next year or 20 years from now, you do it with a sense of completion, not regret.

Doing this will allow you to be more intentional about your business, help you set bigger goals, and achieve them faster.

We’ll talk about:

• Why having a list like this keeps you focused and inspired.
• The difference between random "someday" thoughts and a real plan.
• Four categories you can use to organize your ideas (and spark new ones)
• What to do with your list once it’s created.
• How to start taking steps, even small ones, toward those someday goals.

This episode will help you get clear on what you still want to do and experience in your business, from milestones to memories to next steps. 

Even if you never finish the list, just having it will change the way you show up.

RESOURCES:

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Every yes is a no to something else. 

Saying yes to one vendor event means that you’re saying no to another vendor or party that day. In this episode, I’m sharing the system I used to make decisions in my business, especially during the busy season.

We’ll cover how to:

• Create your questions that will guide your decisions.
• Say no to someone without feeling guilty.
• Align your business, personal, and energetic priorities so nothing important gets shortchanged.
• Set up your calendar to support your goals instead of draining or distracting you.
• Get clear on what you're really saying no to when you say yes to something else.
• Build habits that match your goals (instead of scrambling to catch up when deadlines hit).

By the end of this episode, you’ll have a straightforward decision-making process that helps you prioritize your business and personal goals without burning out or feeling like you’re letting people down.

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If you’ve ever felt frustrated that no one responds to your posts or engages with your content, this episode is going to explain why and what to do about it.

You’ll learn why great content isn’t enough, why most people don’t take the first step (even if they’re interested), and how to build a system that puts you in control of your business.

In this episode, you’ll learn:

• Why relying on social media won’t help your business grow.
• How to start conversations naturally and move them forward without being pushy.
• What types of reachouts build trust and position you as a resource, not a salesperson.
• How to warm up relationships, introduce your business the right way, and follow up with purpose.
• Why this system works even if people don’t respond right away.
• How to build a habit of consistent engagement even if you only have a few minutes a day.

If you're tired of waiting for people to come to you, this episode gives you the plan to go to them in a way that feels natural and effective.

The Message Method is available exclusively in The Side Gig Society.

Click here to get a guide that will help you get started using The Message Method.

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Posting consistently, sharing specials, and talking about your business are great, but they’re not enough to get you the results you want. 

People aren’t going to reach out to you. They’ll rarely even engage with your business content.

It’s not personal, and it’s not just related to social media. People rarely take the initiative. 

If you want to get results, you have to go to them. Waiting for people to come to you is expecting them to do something you’re not willing to do. 

Direct sellers ask me all the time how to find new customers, and the simple answer is you have to look for them. You have to be the one to reach out, initiate a connection, start a conversation, and follow up with them. 

In this episode, I walk you through how to do this without feeling like you’re making cold calls or being spammy.

I know this feels hard and scary, but I ease you into it with my Message Method by showing you how to start with easy, low-risk conversations. Reaching out is a skill, and you’ll get better with practice. Plus, because it’s a skill, you’ll be able to build upon it and transfer it to all of your business conversations. 

Click here to get a guide that will help you get started using The Message Method.

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In this episode, we’re diving into the problems with using generic content (even if it looks good), how it’s hurting your business, and what to do instead to build trust, connection, and long-term success.

Generic content hurts your business because:

• It creates a connection with your products and your company, not with you.
• When you post it, it could actually be warming people up for another direct seller who is in the right place at the right time.
• Using content that other people create prevents you from learning the skills you need to create your own. If you can’t write a message, how are you going to lead a team?
• Some of the content you’re copying and pasting might not even be effective. Just because other people are posting it doesn’t mean it works. 

If you want people to buy from you, your content should be personal to you, which means you have to create it, and in this episode, I walk you through some simple steps you can start taking right now to create content that markets you and your products. 

I also explain how you can use the content your company creates as a starting point, so that you never feel like you’re starting from scratch. 

If you’re a member of The Side Gig Society, remember, you can get unlimited feedback from me on all of your content—from your posts to your messages. 

Click here to sign up.

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It's the next installment of the Stop Doing That—Do This Instead series, and the "do this instead" is something all direct sellers should do.

Telling people you've been challenged or that you have a big goal will get you results because even bad practices work if you do them often enough, but the cost is bigger than the rewards, especially in the long run.

In this episode, I explain:

• How doing this unintentionally damages your credibility, reputation, and referrals.
• How it prevents you from learning and using best practices.
• Why it’s not sustainable and won’t work outside of your warm market.
• How to tell people you have a big goal without asking them to help you achieve it.

Then I walk you through the alternative to doing this, which is having a 90-day plan for your business. 

A 90-day plan will:

• Help you feel more in control of your business and your results.
• Allow you to prioritize your personal life so you never feel like you’re missing out.
• Help you earn incentives and reach your goals, even in the busiest seasons of your personal life.
• Reduce your business stress and overwhelm.
• Prevent you from feeling like you have to work all the time.

All direct sellers—from the part-timer to the advanced leader—should be doing a 90-day plan, and that’s why I’m including a workshop for it in The Side Gig Society. 

If you’re a member of The Side Gig Society, I will help you create a 90-day plan that is personalized to align with your business goals and your lifestyle. If you’re not a member of The Side Gig Society, join us so that you can get the support you need to build the business you love.

Click here to sign up.

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No one wants to send cold messages, and I don’t think anyone is saying to her team, “Send this message to everyone you know, even if you haven’t talked to them in years.” I think this is another example of the training gap that’s happening in direct sales right now. 

Here’s what we’ll cover in this episode:

What messages come across as spammy (even when your intentions are good).

• How sending cold messages hurts your business and ruins relationships. 
• The real reason Susie’s not responding.
• What to do before you send someone a message. 
• How to think about your messages like real conversations.
• Why relationship-building is a long game (and how to play it without quitting before you get results).

If you’re tired of getting ghosted or worry about being pushy, this episode will show you a better way to build your business and make connections. 

If you want to make connecting with your contacts and customers easier, join us in The Side Gig Society. You can literally have me look at every message you’re thinking about sending before you send it. Click here to sign up.

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Just because someone is getting results doesn’t mean their strategy is the right fit for your business right now. Your business might be in a completely different stage, or they might be doing a whole bunch of other things you don’t see behind the scenes.

In this episode, we talk about:

• Why mimicking someone else’s business won’t give you the same results.
• What questions to ask before trying a strategy you saw someone else use.
• Why understanding why something works will be a shortcut to implementing systems and getting results.
• The importance of thinking like a scientist and asking better questions (especially when something doesn’t work).
• How small tweaks can make a big difference, and how skipping the “why” can cause you to miss the magic.

This episode will help you take back control of your results, avoid common mistakes, and stop wasting time doing things that sound good but don’t actually work for your business.

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This decline in numbers is mainly because there’s a serious training gap in the industry.

Direct sales is a simple business, but it isn’t a skill-less business. You can’t copy and paste your way to success, and posting more content won’t change your numbers because the algorithm was never designed to help you build a business. 

I used to say that direct sellers don’t need more training; they need more doing. However, I now believe that direct sellers are undertrained and underpracticed. 

In this episode, I walk you through three common scenarios of direct sellers at different stages of their businesses. What worked in their first 90 days, during the pandemic, or ten years ago no longer works. 

Your company will train you on its products and programs. Your upline will train you on what works for her. Most paid programs are created for leaders and big business builders. 

If you want to build a fun side business and your goals or style are different than your upline’s, you’re forced to figure things out for yourself by trying to mimic what other people do or through piecemeal training. 

I’ve come up with a solution for this problem—a new program called The Side Gig Society. 

Everything about it was designed with the side hustler in mind, from the content and how it’s delivered to the price. 

At the end of the episode, I highlight what’s special about The Side Gig Society, how it’s different from other programs out there, why it works, who it is and isn’t for, and how to become a part of it. 

If you’re ready to build a fun, profitable business that fits into your life instead of taking over your life, this is for you.

Click here for more information and to sign up. https://www.kellynorthcott.com/society

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This episode is about how to guide someone through the entire customer lifecycle—from contact to customer to repeat buyer and beyond—using systems that are simple, intentional, and actually work.

Here’s what we cover:

• What the customer lifecycle looks like in a direct sales business.
• How to serve people at every stage of the lifecycle without being spammy.
• Why most of your contacts won’t become customers, but how they still help you grow your customer base.
• How to reach out to the untapped potential of your contact list.
• Why hosted parties are still the most effective customer acquisition tool
• The difference between events that grow your business and ones that just keep you busy
• What to do instead of hosting events for the same people over and over again
• How to nurture repeat customers with VIP groups, social content, emails, and advanced events
• This is the foundation for building a business that’s sustainable, scalable, and doesn’t burn you out.

If you’ve ever wondered how to stop relying on the same 10 customers or what to do when you feel like you’re just spinning your wheels, this episode will help you reset, refocus, and rebuild your systems in a way that works.

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If social media is your only tool for getting new customers, you’re business is probably stagnant, or it could even be going backwards. The algorithm isn’t designed to help you build a business. And while social media can support your growth, it can’t be your entire strategy.

Customers have a lifecycle, and over time, they buy less and less. You need to expand your customer base to sustain and grow your business. 

In this episode, we talk about how referrals are the best customer acquisition tool because referrals are an endorsement, they’re borrowed credibility, and they accelerate connections. Plus, when someone comes to you from a referral, they’re ready to buy, book, or join.

Hosted parties are a referral system on steroids. You get all the benefits of referrals, plus the advantages of a structured buying environment. 

I walk you through some math to illustrate the difference between using the social selling method and doing hosted parties, and how parties can 10x your results. 

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This episode focuses on social media and its role in your ecosystem.

Social media is not a customer acquisition tool. If you're relying on it to grow your customer base, you're going to be stuck in maintenance mode, or worse, headed toward burnout and declining sales.

In this episode, I’ll walk you through:

Why your posts aren’t getting seen (and why it’s not your fault).

• What my scroll test revealed about what actually shows up in newsfeeds.
• How to stop letting the algorithm control your business.
• Simple strategies for using social media to nurture the customers you already have.
• A 10-minute-a-day system for creating real connections without sending cold messages.
• How to set up your profile and business page so they work for you (not against you).

You’ll walk away with clear, doable actions you can take right now to use social media the right way to support your customer retention and build relationships.

If you've been posting more but selling less, this episode will help you figure out why and give you a better way forward.

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But instead of blaming the market or the model, we’re going to talk about what’s really going on. If The Very Hungry Caterpillar is one of your favorite books, like it is mine, you’re going to love the metaphor I weave throughout the episode because we talk about your business’s ecosystem.

We’ll cover:

• Why customer numbers (and team results) are dipping across the industry.
• How to identify imbalances in your business ecosystem.
• The reason why new direct sellers have initial success, but they don’t sustain it. 
• Why social media is a nurturing tool, not a customer acquisition strategy.
• What tools actually bring in new customers, and why you need to update them periodically.
• Why ten new customers a month is the minimum if you want to maintain your business, and why it’s easier to strive for ten new customers than just five.
• How you should structure your business if you want to build a team.

If you want help assessing and diagnosing your business ecosystem so that you know what to tweak to get the results you want, send me a DM.

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I explain the four different types of reachouts and how and when to use them so that you build a connection without pushing the relationship. I also give you examples of each type.

I walk you through the Connection Checklist and show you how to check each reachout to make sure you don’t come across as spammy or salesy, even when you’re sending an offer message.

I show you all angles of what to do when someone doesn’t reply to your message and how to re-engage them without saying “Did you see my last message?” And I explain why asking that question isn’t helpful and what to do instead.

I wrap up by giving you tips and best practices, including how to develop the habit of reaching out and how to get the support you need to get the results you want.

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In this episode, I’m diving into one of the most important things we covered—the mindset behind reaching out.

Whether you’re brand new or you’ve been at this for a while, initiating conversations is one of the most foundational skills in your business. But—it’s also one of the most avoided. Why? Because it brings up fear, rejection, overthinking, and all those mindset stories that make us want to hide behind our social media content.

This episode is about changing that story. In it, I’ll walk you through:

• Why all direct sellers should be doing reachouts, even those who work their business in the nooks and crannies.
• Why copying and pasting messages doesn’t work.
• Why social media isn’t helping your business grow.
• How to get the confidence you need to do reachouts.

And be sure to catch the next episode, where I’ll break down some simple systems to help you start reaching out in a way that feels natural and genuine.

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We’ll talk about:

• Why messaging is way more important than posting (and how few people even see your posts!).
• How to send messages that aren't spammy and actually start real conversations.
• The importance of warming people up before making an offer.
• Why playing the “numbers game” the wrong way could cost you followers.
• Practical tips to fit messaging into your busy life (like sending DMs during soccer practice!).
• How to detach from responses (or no responses!) and keep the momentum going.

Plus, don’t miss the announcement for The Connection Workshop happening May 7th — I'll teach you a system so you know who to message and what to say, making connecting systematic but still personal.

Get ready to ditch the cold messages, start building real relationships, and get the results you want.

Sign up for The Connection Workshop here: www.kellynorthcott.com/connection

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I'll walk you through the natural business seasons from January to December, show you how most direct sellers unintentionally stall their momentum, and explain why what you do in May impacts your December (and sets up your entire 2026).

We'll also cover:

• How to set a summer strategy that actually works.
• Why May is a great time to build habits AND systems.
• Practical ideas for building relationships without feeling salesy.
• What successful sellers focus on in May to support their fall and holiday seasons.

If you promised yourself that 2025 was your year, there's still time, but you have to start now.

Use May to build the habits, systems, and momentum your future self will thank you for. 

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If you are not building a team or working toward a big incentive like a trip, one party a week (four a month) will be a good rhythm to get you in front of enough new people, get the experience you need, and build your customer base.

If you are building a team or working toward a trip, strive to do two parties a week (eight a month). This will bring you a steady stream of new people to add to your recruiting pipeline, provide training opportunities for your team members, and give you enough time to build relationships.

After establishing a solid first line, you can cut back to four to six parties a month to have more time to work with your team and develop leaders.

Building a business by doing parties is like getting in shape by going to the gym. At first, it’s awkward, confusing, and hard, but once you develop the habits you need and know what you’re doing, it becomes part of your routine.

But there is a point of diminishing returns, and if you do too many parties, you’ll get burned out, and your results could actually decrease.

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Parties are the most effective way to meet new people, create connections, sell products, book more parties, get recruit leads, and train your team; however, most direct sellers put too much focus on selling at their parties, and as a result, they miss out on the other five benefits. 

If you want to get all six outcomes from your parties, your focus should be on booking parties. 

When you book more parties, you’ll meet more people, make more connections, sell more products, get more recruit leads, and have more opportunities to train your team. 

Parties are buying events. So, even with minimal sales skills, you’ll get orders from the party if you make a sales offer. 

But if you don’t book parties from parties, you’ll have to send out booking messages, and no one wants to do that. 

In this episode, I give you tips on how to book parties from parties.

• How to introduce the host opportunity at the beginning of the party.
• How to plant seeds about hosting throughout the party so that you warm guests up for the offer.
• How to follow up with guests who say no to hosting.
• How to be okay with hearing no.
• When and how to overcome an objection.
• How to use an objection to make another offer. 

Want to go deeper into this topic and master booking parties from parties? The content in this episode is a sampling of the content and coaching inside Energize and Elevate. Click here to learn more about the programs, or send Kelly a DM.

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When your presentation follows a framework, you can easily customize it based on your audience, the venue, the platform, and your goals. 

I outline the framework you’ll want to follow and explain the three elements every party should have. 

I also give you suggestions on what to call your party so that it’s an accurate representation of the event. Parties typically have a focus, whether social, shopping, an activity, or educational. The name of your event should be based on what you sell, how you sell it, and whom you sell to. It sets the tone and expectations. People show up differently at a girls’ night than at a masterclass, but both events follow the same framework.

Plus, I give you eight different ways to customize your format, from virtual parties to speaking events to fundraisers. I share the pros and cons of each and tips for maximizing your results.

Each format will attract different people, which allows you to build a large customer base and models various ways to build a business for potential team members.

The best part about this is that you'll use the framework to create one presentation and tweak it based on the format you want to use.

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In this week's episode, I explain why selling to your warm market gives you temporary success and why parties are the best way to reach your cold market, warm them up, and improve your skills.

All direct sellers start their business in their warm market. Their warm market sees their posts and comes to their launch parties. Their warm market buys their products not because of their selling skills but because of the relationship they have with them.

When direct sellers run out of friends and family to sell to, they stop getting results. 

If they did the same party for a cold market or a cold audience saw their posts, they probably wouldn’t have gotten the same results because a cold market makes decisions based on the content, not the person.

The direct sellers didn't continue to work on their skills because they were getting results doing what they were doing. 

If everything is going well, why would you change anything?

The problem is that their audience changed, but they didn’t, and now their results are based solely on their skills.

This is why parties are the best way to sell to a cold market.

• Hosts give you credibility. The guests know, like, and trust the host, and since the host is introducing you to them, they assume you’re likable and trustworthy. 
• Parties accelerate connections and warm up a cold market much faster than posting on social media can.
• Parties are a training ground. You can practice, experiment, and tweak every party to fine-tune your skills.

Every party will give you results and lessons.

In this episode, I explain:

• How to use an assessment system to improve your results.
• How to get past people saying no.
• The three things you need to do to master parties.
• How to start doing and improving parties.

Want to maximize your party results? Sign up for Energize and get the training, coaching, and systems you need to get the results you want. 

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Parties are the most effective way to grow your customer base. They are essentially a referral system. If you do one party with seven people who are new to you, that’s better than getting seven new followers because parties are a shopping event and a connection funnel.

Party sales are higher than sales through social selling because you’ll be able to present your products in an organized way and show complete solutions, which makes it easier for customers to see the value. Plus, there’s an implied ordering deadline at a party. 

It’s easier to recruit at a party (and the recruit leads are stronger) than by posting on social media because parties accelerate connections and provide social proof that people like and use your products.

Plus, you get to model a fun and profitable business.

Parties are the best way to launch and train your new team members because they’ll get better results and get out of their inner circle faster.

I also counter the arguments against parties, such as being time-consuming, hard to book, and hard to learn.

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In this episode, I explain a concept called connection funnels. 

I explain what they are, how to set them up, and how to use them. 

You’ll learn how to create connections using company graphics, long-form writing, social media, videos, live virtual events, in-person events, and other people’s content.

Connections are vitally important to your direct sales business because they are the only thing that disguises you from the competition–other consultants in your company, other direct sellers, and other businesses that sell similar products to yours.

Connections lead to loyalty, referrals, hosts, and team members.

Connections make it easier to make offers because you’ll know when to make one, what offer to make, and how to make it.

When you make an offer to someone you are connected with, it is perceived as an act of service, even if the person doesn’t take you up. And in those cases, you’ll have an opportunity to serve them again because you have a connection with the person. 

When you use connection funnels, everything in your business flows better. Content is easier to write. Reaching out doesn’t feel like a cold call or lukewarm message, and making offers feels like a natural part of the conversation.

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People decide if they trust you within 3 seconds of your speaking, and they decide if they want to buy from you after 13 seconds.

But 65% of the people who trust you won’t buy from you.

Because there’s something more important than trust, and that’s connection.

People have to create a connection with you if they’re going to buy, host, or join, and you have 13 seconds to create that connection.

So, if people need to connect with you to do business with you, creating connections should be the driving force of everything you do in your business. The only way to do that is to show up as your authentic self. 

In this episode, you’ll learn how to uncover and show up as your authentic self and create connections. 

You’ll also learn how doing this will prevent you from making the four biggest and most common mistakes many direct sellers make.

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Be willing to put in the time. Taylor didn’t sell out stadiums and concert halls in the beginning. She started with small gigs. She was willing to put in the time, do work, and do it consistently to get the experience she needed. 

Put yourself out there and create connections. Taylor doesn’t hide behind her music. She creates connections with her audience by sharing information about herself. This is a relationship business, and every result in your business comes from a connection.

Be prolific. Taylor is prolific with her content. She recorded 11 albums in 18 years (not counting the ones she re-recorded). Direct sellers are content creators. You have to create content that creates connections consistently. 

Do live events. On her last tour, Taylor traveled the world, going to her fans, giving them an experience, and showing up 100% at each show. Experiences create connections and loyalty. You can do this through virtual and in-person live events. Just posting on social media doesn’t create the same results as live events.

Learn and practice. Taylor doesn’t wing it. She spent six months preparing for her tour, practicing the set list and choreography. She knew her stuff so well that she didn’t get flustered by tech or weather issues. Practice your lives and presentations.

Set priorities and take care of yourself. Taylor prioritizes her health and self-care. Choosing priorities helps you set boundaries, make decisions, and manage your business more easily.

Create a vision and be intentional. Taylor didn’t accidentally become a worldwide success, and her intentionality has become part of her brand. She hides Easter eggs in her music and content, and her fans love it. Your business can be a vehicle for the life you want, but you have to create it and take intentional action toward it.

Show up as your best self. I Googled “bad pictures and bad paparazzi pictures of Taylor Swift.” There aren’t any. She shows up as her best self whenever she's out in public. You’re in control of how you show up, and you make an impression every time you show up. Show up as your best self.

Surround yourself with a successful and supportive community. Taylor’s best friends are award-winning actors, artists, and athletes. She cheers them on, belts out their songs, and attends their events. Support other direct sellers and surround yourself with people who will do the same for you.

Be interesting. Taylor has other interests besides music. Pursuing hobbies makes you interesting and helps you grow. 

Normalize success. For Taylor Swift, flying on a private jet, wearing designer labels, and sitting in luxury suites are everyday events. She makes it look normal. The best recruiting tool you have is to show the lifestyle of a successful direct seller without talking about your business all the time.

Expect success. Taylor expects to be successful, so she sets goals confidently. Don’t set goals based on your past—set goals based on possibilities.

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Vision boards aren’t magical wishlists, and the purpose of creating them isn’t to get a bunch of stuff. 

Vision boards are representations of your future self. The things you put on your board are things you’ll experience when you are your future self.

In this episode, I discuss three of the most common vision board mistakes people make and how to avoid them.

The first mistake is that people create their boards and might even do visualization activities with them, but they don’t take intentional action. 

After you create your board, look at it and ask yourself, “How does someone who has everything on this board think, feel, and act?” Then, act "as if" by taking the first or the next step as if you're the person who has everything on your board.

The second mistake is that people put a deadline on their vision board. They make it for a year or determine when they want something to happen, and if their visions don’t become reality by the deadline, they think vision boards don’t work.

Desire doesn’t have a deadline. If you don’t reach your goal by the end of the year, you still want it on January 1. The problem is that your belief diminishes because you didn’t achieve your goal by the deadline, making it harder for you to act confidently.

The third mistake is forcing the vision to become a reality on your time by manipulating, gaming, and cheating the system. This might help you get on the incentive trip or promote to a title, but it won’t help you think, feel, and act like a trip earner or a leader. You’ll have to continue to manipulate things to keep your title or earn the next trip. 

Instead, focus on becoming your future self. When you do, you’ll easily earn trips and continue to promote because you’ll have the skills and habits you need.

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You’re probably using mantras right now and might not even realize it. If you’re telling yourself a story over and over again, you’re using a mantra. 

If you’re not getting the results you want, it could be because of the mantra you’re using. You might be focused on what you don’t want instead of what you do want because your subconscious takes everything literally, responds to emotion, and doesn’t hear the word no. 

In this episode, I explain the science behind mantras, and I give you tips and guidelines on how to create and use a mantra so that you can have the best year of your business. 

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If you use your word of the year intentionally, it can help you structure your business, make decisions, and have a successful year.

In this episode, I share my experiences with my words of the year, and I give you suggestions and tips for choosing the right word for you and how to use it to reach your goals.

I talk about:

• The mistakes I made in the past and how to avoid them.
• How to know when it’s time to change your word.
• How I went from 2022 being the worst year of my life to having 2024 be “the best year of my life.”
• How your brain responds to your word of the year.

If you choose a word of the year, I’d love to hear about it. Send me a DM and tell me what your word is and why you chose it.

Sign up for the free two-part workshop: Vision Boards That Actually Work. www.kellynorthcott.com/vision

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In this episode, we talk about how the words you choose help or hurt your success and what you need to do to ensure that you get the results you want.

We also talk about the law of polarity and how to work with it instead of having it work against you. 

The law of polarity states that everything has a pair of opposites, and opposites are identical in nature but different in degree. Temperature is hot or cold. Wealth is poor or abundant. 

You can’t focus on lack and get abundance. I give you actionable steps to take so that you make progress toward the pole you want. 

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All goals should start with a vision, and a vision is different from a goal. Goals are realistic and have a deadline, and visions are limitless and unrestricted. Your goals are created from your vision, and the clearer and bigger your vision, the more likely you are to reach the goals you set from it. 

In this series, we’ll explore direct sellers’ answers to the question of what's preventing you from reaching your goals or setting and reaching bigger goals.

One direct seller said, “I settle for less than what I truly want.”

The problems with settling are: 

• You get comfortable with what you settle for, and it’s hard to change.
• You cheat yourself and the people you serve by settling.
• You don’t get to become the person you’re meant to be because settling holds you back.

In this episode, I share tips for how to know when you’re settling, along with a mindset practice that will help you determine what you truly want so that you stop settling for less. You’ll learn how to tap into your intuition and notice the quiet nudges from your guidance system.

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In this episode, I share the survey results and my interpretation of the data. I also suggest what to do in 2025 to help you reach your goals and build a bigger business.

I compared business longevity to monthly sales, business model to monthly sales, new customers to monthly sales, and new customers to recruiting.

I also looked at trends based on the anecdotal responses. 

I determined that the number of new customers who come into your business is proportionate to your sales and recruiting results, and I outlined ways to increase your customer base.

I wrap up by reminding you that you can control your success. 

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It started during the pandemic when anyone could copy and paste anything to get results, but that’s not working anymore. Direct sellers are quitting, and companies are closing or going to an affiliate program.

Direct sellers are measuring success by looking at engagement and follower numbers. They get more training on how to increase their engagement and following than they do on how to increase their sales, booking, and recruiting results.

Direct sellers are recruited by being told that they just have to post about the products they love, and people will buy. 

They’re being trained by being given posts and messages to copy and paste, and when they don’t get the results they want, they’re told to just be more consistent.

If those strategies worked, leaders wouldn’t be losing their titles, numbers wouldn’t be down, and companies wouldn’t be closing or eliminating their fields. 

This is a skill-based business. When you learn, practice, and master the skills, you’ll build a successful business. When you train your team on these skills, you'll build an independent and profitable team.

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The first tweak focuses on increasing specials and new product sales. 

Most direct sellers are trained to market their specials and new products by using multiple pieces of content and going live. When you do that, you’ll get some sales, but when you only do that, which is what most direct sellers do, you leave a lot of money on the table.

In this episode, I show you the tweak that will increase sales, explain why it works, and share a system so you can use it efficiently. 

The second tweak focuses on transitioning social media engagement to sales conversations. Some direct sellers get a lot of engagement on their content, but engagement doesn’t translate to sales. 

I explain the common mistakes that many direct sellers make regarding engagement, what happens when they continue to make these mistakes, and what you can do to get the results you’re looking for.

The third tweak focuses on how to have a steady flow of new customers coming into your business. 

One of the most common questions I get is about how to find new customers and leads. In this episode, I share how and where to meet new people both in person and online and how to convert them from contacts to customers.

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Listen to this episode and pick two or three ideas that you want to play with, implement, or tweak. 

I start by talking about being intentional about your holiday selling. You don't want to overextend yourself or sacrifice long-term success for a short-term win.

Then, we get into tactical tips.

Specials:

• How to market them so people pay attention and you stand out.
• How to talk about them so that people add them to their wishlist, buy them for themselves, and give them as gifts.
• How to suggest additional items without being pushy.
• The strategy to creating your own specials or gifts-with-purchase.

Gifts:

• Price-point gift suggestions.
• Group gifts, gift baskets, and bundles.
• Advent calendars and 12 Days of Christmas.

Wishlists:

• How to collect them.
• How to contact and sell to the Santas.

Parties:

• Holiday-themed, holiday shopping, and workshops.
• How to get January bookings and how to host coach for immediate orders.

VIP Group and Social Media:

• How to increase your following.
• How to talk about specials.

Events:

• How to find low-cost, shopping-focused vendor events.
• How to collect contact information and why it's important.
• Strategic tips for multi-vendor open houses.

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In this episode, I’ll explain how to develop the habit of consistency. I’ll talk about what I’ve learned from walking at least 10,000 steps every day since March 19 and how it applies to your direct sales business.

Here are the eleven tips I’ll cover for developing consistency:

Track your progress. It will take a long time to see dramatic results, but if you track your progress, the daily win of consistency will help keep you motivated.

Set an activity-based (not a results-based) goal. You can control your actions. You can’t control your results, and results will be inconsistent.

Define what consistency means to you. It doesn’t have to be daily; it could be weekly, but you have to know when you’re successful.

Plan for success. You have to be intentional about being consistent and about working your business, especially when your schedule is atypical. 

Everything adds up. You can work your business in nooks and crannies if you're intentional. Every post, every message, every conversation counts. 

Celebrate everything. Celebrate consistency. Celebrate progress. Celebrate doing it even when you didn’t want to. Celebrate stepping out of your comfort zone.

Do this for yourself. Build your business because you want to build a business. You'll never really enjoy your business if you’re too focused on prizes, trips, promotions, or recognition.

Take notice of the non-tangible rewards. Appreciate your experiences, the people you met, and what you learned. 

Give yourself grace. Consistency doesn’t mean perfection, and there will be a time when you break your streak. Pick up where you left off and keep going.

Make it as fun as possible, but understand that everything in your business won’t be fun. Sometimes you have to suck it up and do something because it needs to get done. Don’t sacrifice your success or consistency because you have to do unfun things. 

It takes time to do your activity, to develop consistency, and to see results. Be willing to commit to yourself, your goals, and the time it takes.

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All of the systems I teach are scalable and duplicatable. You can use them for new team members, aspiring leaders, and new leaders. 

The onboarding system I talk about gives them an orientation to their back office and the programs that are available to them, helps you create a connection with them, and helps them launch quickly.

The launching system I teach allows the new team members to launch their business using the methods they plan to use to build their businesses without you having to do the work for them. 

The training system you’ll learn lets your team members grow at their own pace and helps you keep track of everyone without getting overwhelmed or feeling like you’re micromanaging people.

In my program, Elevate, I teach how to build an engaged and productive team. If you’re ready to attract, recruit, and support your dream team, click here to learn more.

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Sponsoring is a conversation; your job is to initiate and keep it going. In this episode, you’ll learn how to follow up after an event, overcome objections, and avoid the common mistakes that direct sellers make when they’re team building.

I tell you how to end the conversation and how and when to restart it without waiting for them to contact you or feeling pushy.

I also give you the questions to ask a potential team member, which help you uncover their objections to joining and how to address them.

Plus, I give you a system for what to say when someone’s on the fence about joining your team.

In my program, Elevate, I teach how to build an engaged and productive team. If you’re ready to attract, recruit, and support your dream team, click here to learn more.

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I give you an outline of the content you should include in your presentation and walk you through the event logistics.

Following this outline will help you avoid the common mistakes many direct sellers make when sharing the opportunity, such as sharing too much information, training people before they join, and glossing over team building. 

This outline uses a simple structure and shares the critical information someone needs to decide whether to join your team.

I explain why it works and how to tweak it, and I give you lots of examples of how to use it.

I also explain how to handle questions and how to close the event. 

In my program, Elevate, I teach how to build an engaged and productive team. If you’re ready to attract, recruit, and support your dream team, click here to learn more.

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An opportunity event is a way to share information about the business opportunity with a potential team member. I’ll use the term event, but it doesn’t have to be an actual event. It can be a video, a packet, or a brochure. 

Most people need to attend several events before they join. They might read a brochure, watch a video on your replicated website, and attend a live Zoom call before they join, so you need to have a variety of events because people aren’t going to attend the same one over and over again. 

Opportunity events fall into two categories. Passive and active, and you want to offer both.

Passive events are events that people can participate in without your knowing it, such as reading a brochure or watching a video. These are important because there’s a decision process that business builders have to go through before they join your team, and they like to start this process quietly and without pressure.

Active events are live events such as in-person or virtual presentations and one-on-one conversations. These are great because you can give guests a taste of what your team is like, answer questions, share the most up-to-date information, and know who attended so you can follow up after the event.

They can be standalone events or in conjunction with another event, such as a team meeting, new-product reveal, workshop, or social event like Bingo. 

In this episode, I give you a list of passive and active events, explain when to use each type, how to invite people to them, and how to train your team to use them. 

I teach how to build engaged and productive teams in Elevate. If you’re committed and want to get the most out of the next three months, Elevate has all the training and support you need. 

Click here to learn more about Elevate. 

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Your dream team is your ICA, which in business terms stands for your ideal customer avatar, but I like to refer to it as your ideal community avatar because direct sales is a community. Defining your ICA will help your reticular activating system and the law of attraction find them for you.

Step 1: Define Your ICA

I walk you through an exercise I did with a leader who didn’t know what to post on social media so that she could attract the right audience. And in just fifteen minutes, she had a ton of ideas for posts and reels, and I share some ideas you can use based on how you define your ICA. 

Step 2: Define How You Need to Show Up to Attract and Serve Your ICA

You need to be the ultimate example of your ICA regarding drive and work ethic. Ask yourself, what does someone who leads that team think, feel, and do? You have to think, feel, and act like that leader before you’ll get the title and the team.

Step 3: Attract and Connect with Your ICA

Once you know who your ICA is, you’ll know what to post to attract them and where to go to find them. 

Step 4: Structure Your Business so that Your Dream Uses it as a Model for Theirs

Your dream team needs to run their businesses with systems, and you need to be able to train and support them quickly and easily. The best way to accomplish this is for them to use the same systems you use. 

I also give you three ways to know that you’re using the right selling systems to build an engaged and productive team and why a constant stream of new customers is crucial to your success. 

I teach how to build engaged and productive teams in Elevate. If you’re committed and want to get the most out of the next three months, Elevate has all the training and support you need. 

Click here to learn more about Elevate. 

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In this episode, I share foundational information, including explaining the difference between how team builders build their businesses and how recruiters do it. I did both when I was in the field, and one way kept me stuck, while the other helped me grow through the career plan and develop leaders. 

I also give you the first five action steps that you can do this week:

Know the requirements for the title you’re working toward so that you know what to focus on and can create a plan to meet them. No one promotes by accident, and you don’t want to miss your promotion because you didn’t know what you needed. 

Commit to working like a team builder for the next three months. This gives you a specific time frame short enough to require you to make changes quickly and be consistent from the beginning because you don’t have time to waste. Three months is long enough for you to get results, and because you’ll be making changes quickly, you’ll see progress quickly, motivating you to keep going.

Define your commitment so that you can work your business alongside your life. You get to create the rules for your business. You won’t love your business if you don’t love the way you build it. I give you a list of things to consider, including non-negotiables, when you’re defining your commitment.

Bring in as many new customers as possible as quickly as possible. I explain the benefits of having an influx of new customers and how it’s easier to recruit them than it is to recruit your current customers. I also give you guidelines for how many customers you need to meet your goals.

Map out the next three months so that you can plan your business activities around your life without frustration and overwhelm. I walk you through some steps to set yourself up for success. 

I teach how to build engaged and productive teams in Elevate. If you’re committed and want to get the most out of the next three months, Elevate has all the training and support you need. 

Click here to learn more about Elevate. 

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Shannon’s not in the direct sales industry, but you can apply everything she did to your direct sales business to achieve similar results. 

Shannon talks about how she applied the skills she acquired as a teacher to a new career in sales and leadership. (Your business is on-the-job training, and you have the opportunity to learn content creation, public speaking, sales, leadership, and marketing, which are skills you need to be successful in direct sales and can take with you to another company or career.)

She also shares how she leveraged her networking skills to get a new job perfect for her. (Your business gives you a vast network you can use to meet new people, learn about new opportunities, collaborate with, and learn from.)

She even reveals how getting fired was the best thing for her and how it taught her to trust her gut and intuition. (Everything is always happening for you, and you’re constantly being guided to the right path.)

She shares the mindset practices that helped her stay positive during her three months of unemployment and how she pulled herself out of the pit when she let the negative thoughts take over. (Your mindset is everything. What you think about is what you attract.)

She wraps up by sharing an amazing story of how she manifested the exact offer she got, including the date she got it, even though it didn’t seem possible logically. (Your success is inevitable.)

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We’ve been talking about the five sources of getting new customers:

• posting on social media and attracting people to you
• engaging in groups both online and in person
• getting referrals
• doing vendor events
• doing parties

If these sources were coming out of a water spigot, the first three would be drips; you can’t fulfill your goals with drips because it would take too long. 

Vendor events and parties are streams, and you can meet a lot of new people by doing them.

I spend the last part of this episode talking about parties because parties can be your most successful and prolific source of new customers and a sustainable business. Still, you can’t be doing virtual parties where you just post content.

No one wants to host or come to a party where they have to read a bunch of posts.

You have to give them an experience, and in this episode, I explain why an experience is important, how it will accelerate your results, and how to achieve that with a party.

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By the end of this episode, you’ll know:

• What to look for in an event so that you meet the right people.
• Why you should consider doing small, local events, even if you have big goals.
• How to avoid the biggest mistake that a lot of direct sellers make, especially those who do large, multiple-day events or do cash-and-carry sales.
• How doing vendor events builds know, like, and trust in the community.
• How to talk about your events to promote and build your business, even with people who won’t go.
• How to set up your booth to make you more approachable and draw people into it.
• Ways to collect people’s contact information and what to do if they don’t want to give it to you.
• How to follow up with people so that you can get sales, bookings, and recruit leads long after the event is over.

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In this episode, we’ll dive into getting referrals, which every direct seller, especially those who are focused on social selling, should make part of their regular business practices.

Most direct sellers aren’t comfortable asking for a referral because they don’t know how to do it and have felt pushy when they tried it in the past. As a result, they either avoid doing it or do it in such a roundabout way that they don’t get any. 

There are two prerequisites for asking for referrals. 

The first is that you have to build know-like-trust because when someone refers you, they’re putting their name on the line and endorsing you. They’ll only do that if they know, like, and trust you.

The other prerequisite is creating a connection with the people who are referring you. You need people to think of you and not just your products so that they will refer people to you and not just to the product. 

You have to be intentional about getting referrals. Most people don’t refer other people because they don’t think about it. Plus, a referral is an endorsement, which means they risk being rejected by the person they’re referring you to, and no one wants to be rejected.

By the time you finish this episode, you’ll know how to confidently ask for referrals so that it’s part of your weekly business practices and how to make it easy for the people you’re asking so that they’re comfortable doing it. 

You’ll also know best practices and have ideas for several different ways to approach getting referrals.

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You need a steady stream of new customers coming into your business because you can’t grow just by selling to the same people. Eventually, they’ll buy less and less, and some will stop buying altogether. 

In this episode, I give you five different sources of new customers for your business and tell you how to use them, especially in August, so that you’re set up for success in the fall.

Social media content—You can attract people by consistently posting content you create so that they connect with you and not just with your products. August is a busy month for many of your customers, but even though they’re busy, they’re still on social media. 

Engaging on social media and in real life—People might not see your posts, but they will notice your comments on their posts. I give several examples of how social media engagement has turned connections into relationships. I also discuss the value of engaging with people in real life and how to initiate conversations with people you don’t know or don’t know well. 

Vendor events—I give you things to look for in a vendor event so that you can use it as a vehicle to meet new people. 

Parties—I love parties, but there can be seasons when they might not be the best option for meeting new people. I explain different strategies to use if you’re already doing parties or want to start doing them. I also explain the value of parties with low attendance and how to use them to your advantage.

Referrals—Every direct seller, especially those who use social selling, needs to master getting referrals. I have an upcoming episode that goes into more detail about getting referrals, but I share some tips to get you started in this episode.

Episodes I referenced to add to your listening queue:

• How to Create Social Media Content That Will Build Your Business
• How to Engage with Other People's Content to Create Connections and Build Your Business
• How to Meet More People in Your Everyday Life
• Social Selling vs. Parties and Why You Should Do Both No Matter What You Sell

RESOURCES:

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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You might call them reachouts, messages, or follow-ups, but I like the word conversations because that’s what you want them to feel like.

Your business is made up of conversations, and the more conversations you have, the more successful you’ll be.

This episode is packed with strategies and tips for message conversations. By the time you finish it, you’ll know:

• How to start and restart conversations. 
• How to know when to bring up your business.
• How to build know, like, and trust through messaging.
• How to make offers that feel like a natural part of the conversation and are well-received. 

There are a lot of advantages to mastering having conversations through messenger:

• You’ll build relationships because all relationships start by having a conversation. 
• You’ll build your customer base because this is how you’ll make and close most of your offers.
• You’ll guide people through the sales process and the stages of sponsoring 
• You’ll increase your confidence and selling and closing skills, 

This episode is a sampling of highlights from the Conversations That Convert module in Energize, which is my program for social selling. Learn more about Energize and sign up for it by clicking here. 

RESOURCES:

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In this episode, I’ll share the four things that can do to protect yourself so that you have everything you need if you want to or have to start over. 

These are the things that all successful direct sellers have and use to build their businesses. You can start creating and building them today, and they’ll serve you all throughout your career.

This is a must-listen for all direct sellers who want to build a successful business. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn

This episode reveals the common social media mistakes that a lot of direct sellers make and how to avoid them.

By the time you finish this episode, you’ll know:

• How often you should post to grow your business.
• How long it takes to get results from using social media.
• How to amplify and accelerate your results.
• How to get past the learning curve of creating content and developing consistency.

You’ll also be introduced to a system that will help you plan your content so that you warm up your offers, which will make them perform better.

And I walk you through a content framework that is much more effective and much easier to use than a content calendar. Using this will help you plan and create content quickly and easily. You’ll be able to stop wasting time figuring out what to post or trying to make a generic prompt fit your content.

Plus, you'll get several time-saving content creation systems to help you generate everything from posts to videos so that you can post every day without spending all day creating posts.

This episode is a must-listen for all direct sellers. Do your friends and team a favor, and share it with them. 

This episode features some of the highlights from the Content You Create module in Energize, my program for social sellers.

 Learn more about Energize by clicking here.

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

Most people won’t see your content, but most people will take notice when you engage with their content. 

In this episode, you’ll discover the strategy for how to engage with other people’s content so that you get noticed, create connections, meet new people, and build know, like, and trust. 

You’ll know what types of content to engage with, how to be seen as a resource and expert, how to talk about your business without being spammy or salesy, and how to expand your reach beyond your social media connections. 

Engaging with other people’s content is the most overlooked and underused part of the social selling process, but it’s the easiest part because you don’t have to plan, and you can do it in the nooks and crannies of your day. 

This episode will help you become the most social person on social media, even if you’re shy. 

This episode's content comes from lessons inside Energize, my program for the social selling model. Learn more about Energize by clicking here.

RESOURCES:

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We’re halfway through the year. Six months have gone by very quickly, and six months from now, we’ll be marveling at how quickly the year went by. 

What if we marveled at how much progress we made instead?

It's time to get some stuff going. If we want a plot twist, we have to write it ourselves.

The first step is reflecting on what’s happened this year. Do it without judgment, and take a moment to answer these questions:

• What have you accomplished? 
• What are you proud of? 
• What have you done that was new? 
• What worked? 
• What have you learned?

Now, ask yourself where you want to be at the end of this year. What’s your goal? What do you want to do? The question isn’t what do you think you can do? It’s what do you want?

Then, I walk you through how to get what you want and tell you about the seemingly impossible plot twist that’s happening in my backyard right now. 

When you’re writing your plot twist, ask yourself these questions:

• What do you want to celebrate at the end of the year? 
• What do you need to do between now and then to reach your goal? 
• What can you do today to take the first/next step?

Then, every day between now and the end of the year, ask yourself, “What’s the next step I can take today?”

Some days, you’ll take several steps, and some days, you’ll take a baby step, but the key is to take a step every day. 

RESOURCES:

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Every time you show up on social media, you’re making an impression, and when people are curious about who you are and what you’re about, they’ll go to your profile to check you out. Your social media profiles act as digital business cards.

Taking a few minutes to set them up strategically can significantly impact how others perceive you and your business.

In this episode, you’ll get tips for:

• Choosing your profile and cover photos for your personal and business profiles.
• Crafting an effective bio so that you highlight your business and share the other things that are important to you.
• Utilizing links effectively so that people can easily get more information about you.
• Optimizing the work history section so that it leads people to you and not to your home office.
• Reviewing your content so that people get the impression you want them to get. 

All direct sellers who use social media to build their businesses, especially those who use the social selling model, should optimize their profiles. 

Speaking of social selling, I created a program that helps direct sellers maximize social selling so that they can build a business in the nooks and crannies of their lives. 

Learn more about Energize by clicking here or send me a DM. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Learn more about my programs: https://www.kellynorthcott.com/learn  

Most social sellers have a misconception about the relationship between time and their business.

Direct sales is a business, and businesses take time to build. 

Businesses require skills. It takes the same skills to grow a big business as it does to grow a small one. 

All profitable skills have a learning curve. That doesn’t mean they’re hard to learn; it means it requires training, practice, and time to learn them.

If you want to use the social selling model to grow your business, a large part of your job is creating and sharing content, and you have to make the time to do it.

In this episode, I give you an example of how, if you do it intentionally, you can create several pieces of content quickly.

I also talk about how planning your content makes it easier for you to share it consistently, makes your content cohesive, warms up your offers, helps you create it quickly, and leads to your feeling in control of your business.

I wrap up by sharing a timeline of when to expect results and how to get them. Most social sellers are never told about this timeline, and they give up before they see the results they are working toward. But when they learn to work with the timeline and how to make the most of it, they’re able to build a successful business in just a few hours a week. 

I created a program for direct sellers that helps them use the social selling model to build a successful business in the nooks and crannies of their lives. 

Learn more about Energize by clicking here or send me a DM. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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So, it might surprise you that if you asked me if you had to make a choice between building your business with parties or with social selling, I’d tell you to lean into social selling. 

It’s not because parties are harder or harder to learn; I don’t believe that’s true. It’s because anything is harder and harder to learn if you don’t do it very often. 

If you want or need a very flexible business model, social selling is a better choice for you because it’s easier to be consistent with, you can work it in your nooks and crannies, you don’t have to coordinate with other people’s schedules, and you can batch content so that you always have some, even when you’re super busy. 

But social selling only works if you understand it and consistently use the entire model the way it was designed.

In this episode, I explain the 90-day sales cycle and the power of consistently sharing 90 pieces of content. Understanding these will make it much easier for you to be consistent and give the model and algorithm time to work for you. 

I also give you tips on how to successfully use social selling as your sole business plan for growing your business. 

I created a program for direct sellers who want to use social selling as a standalone model or alongside doing parties. Learn more about Energize by clicking here or send me a DM. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

Learn more about my programs: https://www.kellynorthcott.com/learn  

• No one wants to host.
• Everyone’s busy.
• No one is buying because they’re waiting for the new products.
• No one wants to start a business over the summer.

The truth about summer is that summer’s different. It has its own vibe; people’s schedules are different, and people do different things in the summer than they do during the rest of the year.

In this episode, I give you several ideas for shifts you can make in your business to accommodate the summer season. 

I also address two other common beliefs about summer: that you’ll miss out on the fun if you work your business and that you’re too busy to work your business.  

A lot of direct sellers take a step back from their business during the summer because they believe these beliefs, and they do it without realizing the impact it has on their business in the fall and the New Year. 

They think that posting a couple of times a week is enough to maintain their business, but what they’re really doing is digging themselves into a hole that will take the entire fall selling season to get out of. And then, they get themselves right back into it over the holidays and kick off the New Year having to make up ground before they can make any progress. 

However, this doesn’t have to be your story because, in this episode, I outline another plan that you can use. This plan will allow you to cut back on your parties and events in the summer while keeping your customers and followers engaged and building momentum for the fall. If you follow this plan, you’ll be able to work your business in the nooks and crannies of your summer without missing out on anything. 

If you want to see a visual example of the impact consistently posting makes, watch the Summer School video at the top of this page or read the captions on the images of this post. 

Learn more about Energize by clicking here or send me a DM. 

RESOURCES:

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However, most direct sellers aren’t getting the results they want from it, and that’s because they aren’t using it correctly, but that’s not their fault. Most direct sellers aren’t getting the proper training they need and aren’t being told about all of the aspects of the social selling model.

The common mistakes that direct sellers make in regards to using the social selling model include:

• Thinking that it’s just about posting on social media.
• Posting without using a strategy. 
• Copying and pasting posts and not creating their own.
• Posting inconsistently. 

Creating and sharing high-quality content that creates connections with you and your products is important, but it isn’t the most important part of the social selling model.

Content that you create will attract people to you and create awareness and desire. It will also serve your current customers, create a desire in them to get more of your products, and inspire them to refer people to you. 

But there’s an important step between those two phases: making offers and closing sales, which are best done through one-on-one conversations.

Knowing how and when to reach out, initiate conversations, make offers, close sales, and follow up is crucial for your success. Most direct sellers don’t want to do these things because they’re afraid of rejection or coming across as spammy.

My new program, Energize, focuses on learning how to do these things, along with creating and sharing high-quality content. 

Energize is a low-ticket program that all direct sellers can access. It provides the coaching, training, systems, and support you need to master the social selling model. 

Learn more about Energize by clicking here or send me a DM. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott

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Free Facebook Community: https://www.facebook.com/groups/directsalesworkshops 

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The best time to look for a job is when you have one, and if you listen to this information when you’re in a good space, you’ll process it objectively. 

You might think you’ll never need this information, but when companies close or make a change you don’t like, they do it without warning, and if you’re blindsided, your brain will go into survival mode. 

In this episode, I don’t tell you what to do, but I give you things to think about if you’re considering making a move, including: 

• The two reasons why you shouldn’t switch companies.
• What level of success to expect at your new company. 
• How to increase your chances of success at your new company.
• How to choose a company and upline.
• Whether or not a startup is right for you.
• How to transition from one company to another.
• How to launch your new business.

If you have any questions about this, send me a DM or ask in the Facebook group.

RESOURCES:

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You can use this system all year, not just in May. You can call it 30 in 30 if you want to do it every day or do an activity at least thirty times in a month, such as sending thirty reachouts. 

You can do this for yourself and with your team.

Consistency is a key component to mastering skills and getting results. I give you guidelines for choosing the habit you want to create and formulating a plan for your success.

Doing this challenge for yourself will:

• Help you create habits and master skills.
• Increase your willpower and motivation.
• Improve your mindset.

I wrap up by talking about how to do this challenge with your team. I give you suggestions on how to structure it based on the size and engagement of your team, where they are in their business, and the goals you have for the challenge.

Doing this with your team will:

• Help you create training for them.
• Support them where they are and encourage them to continue to grow.
• Create a culture of success and community. 

I’d love to hear what you do for A ____ a Day in May. Tell me in the Facebook group, or send me a DM.

RESOURCES:

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Jenny joined Pampered Chef three and a half years ago. She has promoted several times, developed leaders, leads an engaged and productive team, and earned three trips in addition to numerous other awards.

What makes Jenny’s story even more extraordinary is that she was a school administrator for the first three years of her business, and she didn’t even have a personal Facebook account until a few weeks before she became a direct seller.

She signed up for Pampered Chef, figured out Facebook, managed a busy schedule outside of her business, and has consistently held at least eight parties a month (and sometimes she does more than twenty in a month). Most of her parties are done virtually, and she recently started adding in-home parties to her calendar.

Jenny credits her calendar being as full as she wants it to be with:

• Her systems for keeping track of guests’ interests and needs.
• Building relationships with her hosts and their guests.
• Warming up the host offer throughout the party.
• Making the offer personal for each guest.
• Immediately re-booking her hosts for another party for six to twelve months.
• Expecting to book parties at every party.
• Knowing when to make the host offer.

You’ll want to take notes for this one, and if you still have questions after you listen to it, send me or Jenny a DM or ask in the Facebook group. 

RESOURCES:

Instagram: https://www.instagram.com/kellydnorthcott