She could barely make ends meet. She had all kinds of doubts and fears and self-perceived inabilities that hampered her in the beginning, but she learned from her mistakes. As she started to see some success, her confidence grew and now she talks passionately about what this opportunity has done for her. When she talks about how her kids can now go to a good school and live in a nice house, and how she can even take them on dream vacations to the islands, her eyes tear up. There's no one listening to her in that moment who doesn't catch that honest spark of excitement and think that maybe, just maybe, they could do it, too.
People develop into true business-builders in stages.
What I find is that the point at which a person makes the tentative commitment to talk to a few friends is the key to eventually becoming a committed builder. It's a fragile point that requires careful nurturing. Even if this person only adds a few people to your group and never ends up building, he has provided the valuable service of bringing on board connections that expand the referral base and possibly bring in excited new builders. It's not till a person starts to see some success that you generally have your committed builder. So it's very, very important to know who is taking these first steps.