Brief Bio –
I am a Star Director with Scentsy Wickless Candles and owner of Thriving Candle Business. I’m a mother of two children, plus an elderly basset hound. I work from my home in West Michigan. I take helping others very seriously, but I don’t take my self seriously at all. I have been told more than a few times that I have a great sense of humor and also that I do not mince words (if you don’t really want the truth, then don’t ask me because I call it like I see it!)
How long have you been in Direct Sales?
I started with my first direct sales business in 1988 and have been with my current company, Scentsy since 2006.
How did you get involved with a Direct Sales business?
Yeesch, that was over 20 years ago. I don’t even remember how it all started!
How many companies have you been with before finding this company?
Before Scentsy, I was with two other companies. First was nutritional supplements and then I started with candles in 1995.
Do you retail your products and build a team or do you focus on one only? What do you recommend one do?
I do both, but focus mainly on team building and team maintaining now. I recommend that new consultants start out retailing the product. That will provide a good opportunity to be come an expert with the product line and with the company structure. It will also provide an avenue to meet many new people. Often the best consultants start out as customers. Therefore once the consultant becomes proficient in her OWN business, then she’ll be more successful sharing the business with others and will in turn be a great mentor to new recruits. Both selling and team building need to continue to build a strong direct sales business.
How long did you wait before recruiting? Would you do anything differently today?
I didn’t start working the Scentsy business until 6 or 7 months after I signed up. At the time I heard about Scentsy I was a bit burned out on direct sales (see above, I started in 1988) but I firmly believed in the products so I just wanted a way to support my own wax habit without paying full retail. I would not have done anything differently, as I needed to be “ready” to build a team before I could truly convey what a great opportunity it is.
Do you market online or offline only or mix them?
Because of health issues, I am strictly on online business owner.
What is the best way you advertise your business?
By using Web 2.0 technology
How much time do you dedicate to advertising and marketing?
Does “lots” qualify as an answer? I’ve never tracked exactly how much time, but I’d guess that advertising and marketing account for 90% of my time growing my Scentsy business.
Do you have a budget that you stick to for advertising?
Any smart businesswoman would/should say, “yes of course I have a budget that I stick to for advertising.” Yet the Laurie Ayers business budget doesn’t necessarily work that way. I have a very tight control over income and expenses – so I do know what I’m spending and I always research to get the best ROI, however, as defined by “Small Fuel Marketing” I use what is called the “Everything you can afford” budget. Basically, the idea is to set aside the money I need to keep my business and my family alive, and throw everything else at building popularity.
How do you find business online?
It’s a continuous process that I work every day. It’s always a challenge to find the balance between being present enough to build rapports, yet being diversified enough to always find new customers. My goal is to make it easy for people to find me.
How do you recruit on line? What works best for you?
I have a very passive approach and it works well for me. I don’t ask anyone to join my team. I never have. I make myself and the knowledge that I’ve acquired about Scentsy and direct sales very accessible on www.ThrivingCandleBusiness.com as well as I am very helpful to anyone who has questions. I merely answer questions, provide information and step back. That goes against all the Selling 101 books that talk about asking for the close. As I said, I don’t ask. I share my knowledge and if someone wants to join Scentsy and my team, I definitely welcome them in – but recruits come to me on their own terms.
Do you buy leads or develop your own?
Neither. I have never purchased leads and I don’t go looking for any.
How much time do you dedicate to your direct sales business each week?
This is my full time business; of course “full time” is a subjective term. I don’t have a quantifiable number to give you. Some weeks it’s 10 hours, some weeks it’s more like 30 hours. I rarely work more than 30 hours per week.
What is the hardest thing about building your business online?
While Internet Marketing can produce results for me while I am sleeping, it’s also something that I need to continually work, analyze and measure daily to ensure I stay on top. Nothing sells itself. If anyone tries to use that term with you = she’s lying. If anything ’sold itself’ I could just put it on a table outside of my home and people would throw money at my door.
What is the easiest thing about building your business online?
Aside from needing to learn the latest and greatest, new web tactics – most of what I do, work my business online, is very comfortable for me with regard to my knowledge, skills and abilities. I like the internet. I enjoy internet marketing my Scentsy business. Additionally, because I am unable to work outside of the home due to health issues, it’s the best of both worlds, I can support my family as a single parent and do something that I enjoy.
What is the best advice you have gotten regarding your direct sales business?
RYBLAB – Run Your Business Like a Business (and not like a hobby)
What advice would you give to the readers about working a direct sales business?
You have to work it every day. Ok, take the weekend off if you must – LOL, but you will get out of it what you put into it. If you truly only devote 2 hours a week to a business, how successful do you think you can be?
What do you think your greatest strength you offer a potential team member would be?
Ah, so many to choose from 
I take my business seriously but I don’t take myself or life seriously. I don’t sweat the small stuff … and it’s mostly all small. I lead by example and don’t let many things get my feathers ruffled. Also as anyone on the Scentsy consultant forum will tell you, I like my policies. I’m one of those anal birds who actually reads and rereads the company policies and procedures. If anyone has a question about compliance or what the policies state, I can (and will and do) tell them exactly where to go. Well, I mean I tell them which page, chapter and sub chapter to find their answer. My team members have confessed that they may not have liked “my policies” but as a result they leaned well and now are able to run their business better because they have a firm grasp on the technicalities of it.
If you were looking for a business today, what would you look for in a company and why?
Oh gosh, there are so many factors to consider. There are the standard answers of what to look for consumable product, yada yada yada – equally as important or more importantly I would strongly suggest you interview for a sponsor (See Selecting a Direct Sales Sponsor and then ask lots and lots of questions before you sign up. You want to make sure there is water in the pool before you jump in. Ask about and ensure you thoroughly understand the compensation plan. Ask to see the policies and procedures before you fork over money for the starter kit. Ask about training opportunities, ask about marketing policies, ask other consultants ‘what is the worst thing about this company?’ Every single solitary company has a downside. It doesn’t need to be a deal breaker, but find out what they are. Ask about back orders; ask about shipment times; ask about hidden fees; etc. Just ASK. If you’re going to be successful, you need to run your business like a business – so before you sign up with a direct sales company, you better find out what you’re in for. Direct Sales is wonderful; I love it. But you’re also going to be bound by policies and procedures that you may or may not like or agree with, so find out what you’re up against.
Have you had or do you have a secondary business offshoot from your direct sales business?
No other projects to divert my attention; I am 100% focused on Scentsy.
If you could go back and change one thing about your business, what would it be and how would your business be different today?
I wouldn’t wait so long to learn new web technology. I have said many times before that I like my old IBM Selectric Typewriter (heh some of the people reading this don’t even know what a Selectric Typewriter is … but Chris is old enough to remember!) If I had become an internet marketing guru years ago, John Reese would be following ME on Facebook! (Speaking of Facebook – follow away!
