In his recent article and in-depth analysis published on Direct Selling News (10/28/2025), Stuart Johnson shares his personal perspectives on service-based companies within the direct selling channel, and why he feels it’s “one sector that has quietly—and steadily—surged ahead.” [article reprinted with permission]
POWERING THE CHANNEL’S SUCCESS
Stuart Johnson, Founder & CEO of Direct Selling News, has served the direct selling industry for nearly 40 years. His passion for the channel encompasses a broader commitment to build and connect the direct selling community through exclusive industry events such as Direct Selling University and the DSN Global Celebration. Stuart is arguably the most connected person in direct selling, building and growing a network of executives, thought leaders, strategists and innovators. His advice and counsel are sought after by leaders throughout the channel.
Services are surging—and redefining how direct selling’s next great chapter will be written.
Over the past decade, direct selling has weathered extraordinary change. Consumers now live in a digital-first world where convenience, comparison and immediacy define purchasing decisions. Party plans, home demonstrations and in-person events—once the heart of the channel—have given way to virtual sales, social commerce and subscription models that operate around the clock.
Yet even as product-based companies have fought to adapt,
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Direct Selling News Founder Stuart Johnson Shares: Powering the Channel’s Success
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In his recent article and in-depth analysis published on Direct Selling News (10/28/2025), Stuart Johnson shares his personal perspectives on service-based companies within the direct selling channel, and why he feels it’s “one sector that has quietly—and steadily—surged ahead.” [article reprinted with permission]
POWERING THE CHANNEL’S SUCCESS
Stuart Johnson, Founder & CEO of Direct Selling News, has served the direct selling industry for nearly 40 years. His passion for the channel encompasses a broader commitment to build and connect the direct selling community through exclusive industry events such as Direct Selling University and the DSN Global Celebration. Stuart is arguably the most connected person in direct selling, building and growing a network of executives, thought leaders, strategists and innovators. His advice and counsel are sought after by leaders throughout the channel.
Services are surging—and redefining how direct selling’s next great chapter will be written.
Over the past decade, direct selling has weathered extraordinary change. Consumers now live in a digital-first world where convenience, comparison and immediacy define purchasing decisions. Party plans, home demonstrations and in-person events—once the heart of the channel—have given way to virtual sales, social commerce and subscription models that operate around the clock.
Yet even as product-based companies have fought to adapt,
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The Silent Killer of Momentum in Network Marketing (And Why Most Companies Won’t Talk About It)
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OPINION | By Todd Falcone, The Fearless Networker®
Let me get right to it.
People aren’t leaving your company because of the product. They aren’t bailing because the product is no good or too expensive.
They’re not leaving because the comp plan pays a few bucks less than the one next door. Most comp plans pay within relatively similar percentages points of each other.
And most of them aren’t even leaving because they “don’t want it bad enough.” They signed up because they WANTED to win. They DO want it.
They’re leaving because of one thing no one really wants to talk about:
Corporate misalignment with the field.
I’ve been in this profession for over 35 years. I’ve built big teams. Sold tens of millions in product. Trained top earners. Worked with company owners. Watched the inside of boardrooms and the grind of the field. I’m not going to say I’ve seen it all…but I’ve seen and experienced most.
And the thing I’ve seen time and time again:
Momentum dies when corporate stops listening.
The Disconnect That’s Costing You Millions
Distributors are in the trenches every day.
They’re the ones doing the Zooms, answering late-night texts, running events, closing deals, onboarding people, keeping the morale and enthusiasm high.
When they give feedback and it
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Why Energy Is the Currency of a Successful Live Event
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OPINION | By Monico Perez, CEO of Monico Perez Productions
Let’s cut straight to it:
If your live event isn’t creating energy, then it isn’t creating results.
And if it’s not creating results, it’s not worth doing.
I’ve been doing large event production for over two decades, and I’ve also attended events all over the world — some electric and unforgettable… and others so flatlined, you could’ve sworn the room was under anesthesia.
It’s wild how much time, money, and effort can go into planning an event… only for the energy to fall completely flat. And when that happens, it shows — in the faces of the audience, in the lack of connection, and later on, in the results (growth, revenues) that just never show up.
Here’s the truth most won’t say out loud:
Energy is everything.
Not hype. Not gimmicks. Energy.
The kind that can be felt in your chest. In your heart. And your soul. That kind of energy that drives connection, clarity, and action. Energy that converts into life-changing results.
Because whether you’re in network marketing, personal development, or product-driven sales — and you’re responsible for putting on events — if people leave your event uninspired and unmotivated, they’re not going to go out and share more,
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The Kiss of Death in Network Marketing
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OPINION | By Todd Falcone, The Fearless Networker®
There’s a moment in many network marketers’ careers that feels like a promotion.
You’ve built a decent-sized team. You’re hitting ranks. You’re getting asked to speak on team calls or maybe even invited to the company stage.
And then it happens.
You stop doing the thing that got you there.
You stop prospecting.
You stop enrolling.
You stop acquiring customers.
You shift from producer to manager. And it feels like the natural next step — like this is what leaders are “supposed” to do.
But it’s not.
It’s the kiss of death.
I know it doesn’t sound pretty. But…the fact that this move is so incredibly devastating to distributors’ careers, I’ve coined the term that way because it crisply breaks through the clutter.
The Illusion of Leadership
Too many people confuse leadership with oversight.
They stop doing presentations because “my people need the spotlight.”
They stop recruiting because “I need to focus on team development.”
They stop selling because “I don’t want to compete with my downline.”
That all sounds nice. But none of it builds momentum.
This move into ‘management mode’ isn’t necessarily something you plan on doing. It just happens. Naturally.
You see…when you begin building a network marketing team, you have no one. It’s just you.
Then…it’s you and a
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Stop Waiting to Feel Ready: Why Action Beats Preparation in Network Marketing
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OPINION | By Todd Falcone, The Fearless Networker®
Let’s set the record straight.
If you’re sitting around waiting to feel ready before you start working your business — you’re going to be waiting a long time. Possibly forever.
The network marketing landscape is littered with talented, sharp, well-meaning people who never got off the ground because they were stuck in preparation mode.
They wanted to get everything “just right” before taking action.
So they tweaked their scripts, redesigned their logo, organized their desk, rewrote their goals — and sat. And stalled. And second-guessed.
And while they were getting ready… someone else — less skilled, less polished, less “prepared” — passed them up.
Readiness Is a Lie That Steals Time and Momentum
Here’s the truth: no one feels ready when they start.
Confidence doesn’t show up at the beginning — it’s earned through messy, uncomfortable and awkward action.
The people crushing it in this business aren’t “more ready” than you.
They just stopped waiting and started moving.
They made the calls before they knew exactly what to say or how to say it.
They showed up to events before they felt like leaders and attended them even when they felt like they couldn’t afford it.
They said yes to doing the work
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A Call to Action From the CEO of the Direct Selling Association
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OPINION | By Dave Grimaldi, CEO, Direct Selling Association
Delaware’s Direct Sellers Deserve Better
Delaware House Bill 162 unsurprisingly passed the House last week—but the real fight lies ahead in the Senate. As it moves forward, it’s vital that lawmakers hear directly from those who stand to lose the most: Delaware’s direct sellers.
That’s why I’m calling on every direct selling company with a presence in the state to act now: identify and prepare your Delaware-based sellers. We need their voices—in Dover, in their communities, and in their legislators’ inboxes.
Every company can engage:
Send the campaign link—WeAreDirectSelling.com/Delaware—to your Delaware-based field members so they can send letters to state senators with just one click. Just as importantly, encourage them to involve their families, neighbors, business contacts, and local organizations. This multiplier effect is everything.
Internally gather and prepare data on your Delaware-based distributors so that, when a coordinated in-person day of action is announced, your company is ready to support participation and ensure a strong presence at Legislative Hall.
Nominate a top Delaware distributor to serve as a visible voice in this fight. These individuals can input their information directly on the campaign site and may be called upon for future testimony, outreach, or events.
Any of these actions will help
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Important Update from the DSA re HB 162
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Direct Selling Association CEO Dave Grimaldi shared an important update on Tuesday evening June 17th live from the Delaware Legislative Hall regarding HB 162.
Read on for his detailed email update below.
Background Information:
To view information about HB 162 (published 6/15), please read this DSA Advocacy Alert
To find out more about what this means to YOU personally—as a network marketing / direct selling / home-based business professional—and actions you can take, please read this article (published 6/15):
I want to make sure you’re aware of a serious development in Delaware that threatens the direct selling channel.
While you did not receive the initial message that was sent out to DSA members earlier today, I want to share the urgent update below: HB 162 has just passed the Delaware House of Representatives.
This bill would impose unworkable restrictions on even the most ethical direct selling companies and set a dangerous precedent for other states.
We are inviting all companies—whether or not you are currently a DSA member—to join us in this fight.
Please take a moment to watch the video message I recorded moments
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DSA Advocacy Alert, Delaware HB 162: The Time to Act Is Now
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From Direct Selling Association’s (DSA) Advocacy Advisory Alert:
Delaware Legislature to Take Action on Anti-Direct Selling Bill Tuesday Afternoon
Dear Network Marketing Professional,
I’m reaching out personally to share an urgent development that affects the entire direct selling community—DSA members and non-members alike.
This is no longer a threat: this is now real and moving forward.
On Tuesday, June 17, the Delaware House will vote on HB 162, a bill that poses an unprecedented threat to our business model. While DSA’s advocacy efforts have helped remove some of the most extreme provisions, the bill still contains harmful mandates that would burden even the most ethical companies.
Please review the alert below and take action immediately. We must mobilize our community in Delaware—and across the country—before it’s too late.
With appreciation,
Dave Grimaldi
President
Direct Selling Association (DSA)
The Time to Act is Now
Delaware HB 162 would impose costly, unworkable restrictions on direct selling—affecting even the most compliant companies—and could set a dangerous precedent for other states to follow.
The Threat
Unprecedented disclosure mandates not found anywhere else in the U.S.
A three-month right of rescission—ten times the national standard
A 90% inventory buyback with no time limit
Applies to all companies regardless of size or history
Fails to acknowledge existing industry self-regulation
This is not about bad actors—it’s
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URGENT: Anti- Direct Sales Bill (HB 162) in Delaware Threatens Network Marketing Across USA. Take Action NOW
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Normally we would not post a message like this, especially not on Father’s Day Sunday! But Network Marketing is under serious attack right now in the state legislature of Delaware, USA … and what if YOUR STATE is next?
🚨 Don’t wait — your voice is needed TODAY.
A dangerous new bill, Delaware House Bill 162 (HB 162), is set to hit the floor this Tuesday, June 17 — and it could seriously affect the entire Network Marketing and Direct Selling profession. If passed, it could unfortunately become a blueprint for similar legislation across the United States.
Even if you don’t live in Delaware, your state could be next.
⚠️ What’s Happening? And Why?
Delaware lawmakers are advancing HB 162 — a bill the Direct Selling Association (DSA) has called “impractical, unnecessary, and unlike any imposed elsewhere in the United States.” If passed, it could severely affect how you operate your network marketing business and the ability of independent distributors to earn income on their own terms.
This impacts ALL of us – distributors, company owners, company executives, customers, suppliers, advocates and future entrepreneurs.
🛑 Take Action Before It’s Too Late
You must act by Monday June 16 — ideally before 12 NOON ET — just hours before the vote. Whether