Elevate Your Direct Sales Business with Kelly Northcott

In this week’s episode, I demonstrate how versatile parties are, which is another reason why they’re the most effective and efficient way to build your direct sales business.  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 par...

The most commonly asked question I get about selling is, “How do I find new people?”  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...

In this episode, I make a case for why parties are still the best way to build your direct sales business. 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...

Building know, like, and trust is important, but creating connections is more important. If people don’t feel connected to you, they won’t do business with you, even if they trust you. 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, s...

Everyone talks about how know-like-trust is so important, and it is important, but it isn’t the most important thing. 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 creat...

No one can argue with the fact that Taylor Swift has a successful business, and in this episode, I point out some of the concepts and principles that helped Taylor become successful and share how you can apply them to your direct sales business. 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...

A lot of direct sellers think vision boards are a fun team-bonding activity, but they’re really much more than that. In this episode, I talk about how and why vision boards work and how to create and use one to reach your goals. 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...

Mantras help to reprogram your subconscious and create new beliefs. They’re essentially one-sentence stories.  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 in...

A lot of direct sellers choose a word of the year, but after they choose it, they don’t do anything with it.  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...

Words are powerful. What you say is what you think, and what you think is your truth. This doesn’t mean that your truth is based on facts. It means that your truth is your belief, and your subconscious treats your beliefs like facts. 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 ab...

This episode begins the mindset series I’ve been promising you. We’ll start and end the series by talking about vision.  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...

I recently surveyed direct sellers to get their take on how 2024 went and how they feel about going into 2025.  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...

In this episode, I explore how social media is making direct sellers lazy and awkward and burning them out.  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 number...

In this episode, I share the tips and tweaks I gave some direct-selling leaders to help them increase their sales. These are things that you can implement right away, use for the holiday selling season, and use all year. 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 conten...

The holiday selling season is in full swing, and in this episode, I share a gazillion tips to help you make the most of it. 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...

Woo hoo! Welcome to the 100th episode of my podcast! 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 result...

In this episode, we’ll discuss onboarding, launching, and training your new team members. The systems I’ll give you will be ones you can use regardless of your title. They aren’t just for new team builders. 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...

A lot of direct sellers look at opportunity events as signing events, and they put too much pressure on the outcome.  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...

In this episode, you'll learn the essentials of hosting successful opportunity events for your direct sales business.  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, t...

This episode is part three of the team-building series. In it, we’ll discuss the different types of opportunity events you can hold, why you need variety, how often you should do them, and how to invite people to them.  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....

In this episode, we’re going to talk about who you want on your team and how to structure your business so that you attract them. By the end of this episode, you’ll have a clear idea of who your dream team is, how to attract them to you, and how to model the business they want.  Your dream team is your ICA, which in business terms stands for your ideal customer avatar, but I like to refer to it as...

This episode is the beginning of a team-building series. I’m doing this series so that you can build an engaged and productive team, promote to leadership by the end of the year, or firm up your title. The best part is that if you apply what I teach in this series, you’ll continue to grow your business and team and not worry about losing your title. In this episode, I share foundational informatio...

My daughter joins us as a special guest to tell her story about how she used mindset practices to change her career and increase her income. 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...

In this episode, we wrap up our series on meeting more customers and dive into how your business should evolve to match today’s culture and how to get a steady stream of customers entering your business.  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 vendo...

Vendor events are a great way to meet new people and grow your customer base, and in this episode, I share all the ins and outs of how to do that. 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, e...