After twenty-five years in this industry I feel like I’ve learned enough to explain why some make millions while many others fail.
I will begin by introducing you to two words that you’ve probably never heard or seen. If there were more simple terms I’d use them, but there aren’t. Stay with me because at first I too found these terms a bit complicated.
I learned them in fabulous book written by fifteen of the world’s most respected psychologists/brain experts called, Why Smart People Can Be So Stupid, Yale University Press, 2002.
Those brilliant researchers coined the words Epistemic Irrationality to describe the root cause of stupid decisions.
Simply put, when people decide to take action they usually consider any relevant evidence that could impact their decision. Epistemic irrationality occurs when people refuse to take action even though all available evidence supports the fact that they should or when people take action even though all available evidence suggests that they shouldn’t. That’s when smart people make stupid decisions.
I can assure you that epistemic irrationality is an epidemic in our field.
In fact, were I hired to create a marble entryway with a universal slogan about our profession to be placed above the front entrance of every network marketing corporate office, it would read, “Abandon All Common Sense Ye Who Enter Here.”
Blaming the industry because many people fail to earn big checks is like blaming Orville and Wilbur Wright when the space shuttle blows up.
I can accept the fact that many people fail at MLM. What we need to understand is why they fail and more often than not, failure in MLM can be attributed to epistemic irrationality.
People simply refuse to weigh the preponderance of evidence about a particular company before they either join it or refuse to join it. Then, they blame the industry for their own foolish actions or inactions.
People violate one or more of several specific “common sense” factors. In future blogs, I’ll explain some of them. I call them EI Factors because they all revolve around epistemic irrationality (EI).
Stay tuned for Part 2…