Why do some people in MLM jump ship to other MLM Opportunities?
Have you ever been in the situation where your MLM Up-line leader is leaving to join another company & they have asked you to join them? What would you do if this happened to you? Are you thinking of leaving your current MLM Company for another? If so Why?
I guess the answers to the above would probably depend upon several factors;
- Why did you join your current MLM Company, was it the products & services or was it to join your sponsor?
- Why is your Up-line Leader leaving the company?
- What is so special about the company they are going to join?
- Has something fundamentally changed in your current MLM Company?
- What effects will your Up-line leaving have on your business?
If you joined your current MLM Company because of your love for the products or services then it’s unlikely that you will contemplate leaving simply because your Up-line is leaving.
Even if the new MLM Company has some great product or service is it really worth leaving your current company? I guess it will depend upon how big your team is & whether any of them want to join you if you leave. However you have to think about your credibility, you got people to join you because of your enthusiasm for your company, if you suddenly say you are leaving to join xyz company what will your team think?
Has something fundamentally changed in your current business? Maybe the compensation plan or products on offer, if this is the case then there will undoubtedly be an argument for leaving & possibly your team will be of the same mind.
Is it unclear as to why your up-line is leaving? Maybe they are just bored & need a new challenge; this may be ok for them as they may have already made their fortune in this company. However this is hardly a good reason why they should expect you to follow.
What effects will your Up-line leaving have on your position? Unless they are taking a lot of your team with them, I suspect very little. Unless your up-line has been responsible for coaching & driving your team forward then it’s difficult to see why they would leave you & go with your up-line, unless of course they have not been very successful & think the grass is greener elsewhere – in that case do you really want them in your team or as your up-line?
The main reason people leave a particular MLM Company for another is that they have not been very successful & think that a change of company is the answer to their problem. However if there are lots of successful people in your current opportunity then why aren’t you, or members of your team or up-line successful too? Everybody has the same products or services to promote, the same compensation plan, the same marketing materials & the same company training, as I wrote in another article “The Only Variable is YOU!” I’ve spoken to, & read about a lot of successful “MLMers” who tried 4,5,6 or more companies before they “made it”, however when they reflect back on why they weren’t successful earlier they say it was because they were not ready, they didn’t have the right mind-set, not because of the particular company they were with.
In summing up, don’t become an MLM Ship Jumper, don’t go chasing after the shiny new object (new MLM Company) stick with the one you are with, remember you joined them for a reason!
Occasionally when trying to explain MLM ( or Network marketing ) to a potential recruit you will hear the words “ah but isn’t that pyramid selling?
Some people confuse Pyramid Selling with MLM because of the structure of the compensation plan with its various levels, tiers or positions in the organisation. Before I try & explain why this confusion occurs lets first discuss what exactly Pyramid Selling is ( or was, since it’s been illegal for many years ).
A typical Pyramid Selling scheme would work like this; at the top of the pyramid would be the founder or founders of the organisation who would have a product that they wanted to get to market (or that’s what they would tell recruits) so they recruited other people to sell the products. These new recruits would be required to buy a certain amount of product at a “wholesale price”, its more than likely that the price would be determined by how much product they bought, therefore encouraging recruits to buy lots of product to get it cheaper. There would be a “retail price” for the product which was the price for the general public, however recruits would be encouraged, often through incentives, to recruit others & get them to buy product at the “wholesale price” plus a mark-up, these 2nd tier recruits would be encouraged to do the same i.e. recruit more people & get them to buy product at a further mark- up. This method would be duplicated, creating many levels or tiers.
The major flaw in this type of organisation was that most of the product was bought by recruits & not customers & if a recruit was on a low tier they would be buying product at a wholesale price that was greater than the retail price, meaning that the only way they could get rid of product would be to try & get more recruits to buy from them. This is why lots of people ended up with garages full of product that they couldn’t get rid of. The only people who benefitted from this type of scheme were the founders of the organisation & possibly the top couple of tiers of recruits. As this system was mainly focused on recruiting reps & not customers, plus the way it was inherently unfair on most reps it was made illegal in most countries.
So why do people still confuse this illegal system with MLM? It’s because of the layers or tiers of reps or recruits that may spark a long distant memory of the bad publicity that surrounded Pyramid Selling. When these companies many years ago held recruitment events they would draw out the structure of the organisation in a Pyramid Shape showing the different levels or tiers that recruits would be placed upon depending, often on how much product they bought or how many people they had recruited. If you see someone explaining a MLM business structure today you will still see that it has levels or tiers in the shape of a Pyramid & so this is where sometimes – I have to say not very often – someone will confuse it with the old illegal Pyramid Selling. One thing to bear in mind is that if you draw out the structure of any company you will find it’s in the shape of a Pyramid!
MLM today is a much respected form of direct selling & has worldwide sales of $167 Billion, a far cry from the old days of Pyramid Selling. Exponents of Network Marking include Robert Kiyosaki, Donald Trump, Bill Gates, and Warren Buffet. Indeed Bill Gates is quoted as saying “If I would be given a chance to start all over again, I would choose Network Marketing.
If as a new recruit to MLM you come across the “Pyramid Selling” question, you should handle it like this; first of all ask the person what they mean by pyramid selling, if they explain it like the illegal method above, simply say – I can understand why you might think that, however, no it’s not like that at all, as that is illegal & you know I wouldn’t be involved in anything illegal. If they describe it as the legitimate MLM way of marketing then simply agree with them & say yes that’s correct only it’s not called Pyramid Selling anymore as that name was associated with an illegal form of selling.
What support should you expect from your Sponsor in your MLM business?
When you first get involved with MLM you will have been sponsored by someone you either know or have recently met. After you sign up to become a “rep” or “distributor” for a particular company it is the responsibility of that sponsor to guide you through your first weeks & months of being in MLM. Your particular MLM Company will more than likely have guidelines & instructions for your sponsor to follow in order to help you through the initial stages of your MLM journey.
However not all sponsors are the same, some will follow company guidelines, some will have their own ideas & methods & unfortunately some may not be of any help at all. MLM, or Network Marketing, should be about duplication, meaning that the support you will get from your sponsor should mirror the support they got from their sponsor & so on right up the “line” to the initial company sponsored reps. However in reality this is unlikely to be the case.
Everybody has their own style & personality so it’s very unlikely that the support you will receive will be the same as other reps who were sponsored in another team. However the basic principles should be the same, you should be taught how to promote the products or services of the company to people that you know & also how to introduce the business proposition – so people that you know have the chance to join you as reps or distributors. These are the fundamentals of MLM no matter what company you join or what industry they operate in. Yes of course product & services differ & compensation plans differ, but the fundamentals remain the same.
On first joining, your sponsor should arrange a face to face* meeting with you to discuss your goals & aspirations & then together you should form a plan as to how you will achieve those goals. A very important part of this discussion should be your “why” – your reason for joining the MLM business, I have discussed this in other articles, so I won’t go into detail here. Also you should agree on a course of action as to what your sponsor should do if you are not taking action as per your plan, be it a rebuke or a pep talk to encourage you to get back on track. You should also agree on how often you will be communicating with each other, I would suggest that in the early days it should be on a daily basis. As well as support from your sponsor there will no doubt be company training that you should be working your way through. Also you should attend as many company events as possible.
The above face to face is the very least that your sponsor should be doing with you, if you do not get this basic support then I suggest you should contact your sponsors sponsor & request this support from them. Should this not be forthcoming then continue up the “line” until you get someone to help you. If you do not know the name & contact details for your “upline” ( sponsors in the line before you ) then contact your MLM companies head office & they will have the details.
In today’s technological era & especially the social media age it’s more than likely that you will be able to find help online either through forums or Facebook pages, however whilst this is a great medium for support it cannot & indeed should not replace the support from your sponsor, however if you need answers quick & your sponsor is not around then it’s a great place to find help.
My experience of MLM is that there is a great deal of support around & should you not get help from your immediate sponsor you will not have to look to hard to get help elsewhere. This is because the only way to succeed in MLM is by helping other people to be successful, so just remember that when you become a sponsor yourself J
* This could be online via video if the distance between the recruit & sponsor is great.
What does that number mean to most of you?
Would it change your life if it was paid to you in currency? Would it get you across the world and back home if you needed it in miles? Would it fill out your favorite bands gig if it was representative of people?
What if I told you it was the average life span, in weeks, of a human being. A number that meant nothing, now perhaps, inspires a sense of urgency into you?
Maybe its time to go to that country you have always wanted to visit, Or go and see your grandparents, spend another summer with friends getting drunk and having fun till the sun comes up……Maybe even just watching the sun come up with the person you love most.
Because one thing is certain. From the moment you take your first breath, and your eyes gaze upon this planet we call our world, your number of sunsets and sun rises is limited.
If I told you not to waste your time on this planet, you would rightfully criticize me for stating the obvious. Yet most of us will wake up tomorrow and work a job we hate, with people we don’t know or care about. We will do this all our lives until we are allowed to retire on a state pension ( although that’s looking like it may not be around forever ) and that pension will not cover the cost of living we have come to be used to.
No amount of money, or moaning can change the amount of time we are blessed with on this planet. Time can’t be bartered or reasoned with, and It can’t be bought.
Or can it? What if I could show you a opportunity, that would require hardly any of your time compared to a usual job, potentially pay you better than 90% of other jobs and allow you to use the time you have on this planet, to do the things you love most, with the people closest to your heart.
Is this not worth one hour out of your 4000 weeks to find out about?
Take control of your life
Take action today, because tomorrow will always be tomorrow, and life is happening today.
I’m not selling anything, other than freedom and a opportunity that is not only changing my life, but me as a person.
Get in touch
In MLM quite often you will hear people talking about whether the timing is right to join a particular MLM business, it’s usually when a new company is just launching or when they are launching in a new country. People will say join now because it’s a ground floor opportunity & those in at the beginning will make the most money. But is this true? I would say emphatically “No”.
It doesn’t matter that a MLM company is well established or brand new you still have the same chance to make it work for you. As most MLM companies are not well known because they don’t spend millions on advertising like traditional companies there really is no such thing as “missing the boat”, meaning that you should have got involved earlier. MLM is all about you, as a distributor or rep, promoting the companies products or services to people who you know, so it’s more than likely that your friends, family or work colleagues will not have heard of the company you are promoting.
People offering you the “chance” to join a ground floor opportunity are merely using hype to promote the new company; you will be just as well joining a more established company. In fact it could be well argued that joining a new company is more risky as with any new start-ups in any industry there is a high failure rate, 70% on average will fail in the first 10 years.
One of MLM big “failings” is that it is extremely easy & inexpensive to get involved, only a few hundred pounds or dollars. People don’t feel too bad in giving up or moving to another company as they have not lost too much, especially when compared to starting up a traditional business. This is why distributors or reps are tempted to move to other MLM companies as they are fooled by the hype of a new shinny object in the form of a new start-up opportunity. What they fail to understand is the reason why they didn’t do well in the first MLM company had nothing to do with that company or its products or services, but rather their own lack of effort. People are always looking for an easy solution to making it in MLM but there isn’t one, you have to put in the required effort to reap the rewards on offer.
So when is the best time to join a particular MLM company? The simple answer is, when YOU are ready, yes do your due diligence on the company you are thinking of joining to make sure they are reputable, but the timing is all about you & your personal circumstances. Are you ready to put in the hours required to make it work? Are you teachable? Can you teach others what you have learned? Are you ready to start on your own personal development? But most importantly do you have a big enough “why”, the reason you want to start a MLM business. Your sponsor or upline should help you in identifying your why by asking you some simple, but probing, questions.
To sum up, there is no particular time in any MLM companies history to join them that will make a difference to your success or failure, it’s all down to YOU & whether the timing is right for you.
Whilst there is no doubt that the failure rate of people joining MLM Companies is very high the statistics can be misleading. If you were to do a Google Search you would find stats quoting from 50-99% drop out rates for MLM recruits. The problem with these stats is that they label the MLM Company as the failure, however many companies have been going for 20 years or more so how can they be labelled as failures? Most MLM recruits who quit will have joined a company based on the potential to earn high residual income & when after a few short months they are not earning lots of money they will say MLM doesn’t work & they will quit. They don’t understand that in Network Marketing it takes time to build in residual income & it’s not a get rich quick scheme.
The high drop-out rate reflects badly on the company; however the company is more than likely a highly successful organisation. I’m not trying to say that there are no bad MLM companies, there are, so it’s always best to do your due diligence before joining any company, but that would be true for any industry you were thinking of joining.
The Network Marketing Industry does unfortunately have a bad reputation, however if I were to tell you its worldwide sales are $167 Billion, more than the Gaming & Movie Industry put together, does that make you think that the bad reputation is un-deserved?
So why is there such a high drop-out rate? – I prefer the term drop-out rather than failure & I’ll explain why; In MLM Companies all recruits are working with the same products or services & the same compensation plan. They have the same marketing materials, the same backroom support & the same management team. So why do some people make lots of money & become a success whereas some people don’t make any money and quit? Well when you think about it there is only ONE variable in Network Marketing & that’s you – the recruit! You see the only way that anyone fails in MLM is by quitting, that’s why I use the term drop-out instead of failure. The company is still making money, your sponsor is still making money & other recruits your sponsor, and the company has are making money, so we are left with the reason why you are unsuccessful is something you are doing or not doing.
I have heard many stories from successful MLM reps or distributors about how they only became successful with their 3rd, 4th, 5th…. MLM Company. However they put their eventual success down to a change in themselves not the MLM Company, they say, had they had the same mind-set earlier they would have been successful with any one of their former companies. So the reason why they “failed” with their early companies had nothing to do with the products or services or compensation plans, it was all down to their inabilities to make a success of it.
Some recruits may say the joined the wrong team within an organisation & so got no support from their up-line & that is why they quit. I would counter that in MLM a person is only successful by members of their team becoming successful so if someone is not getting support from their immediate up-line or sponsor then they should go higher up the line & they will find help.
MLM is not complicated, indeed if there were a college course on it, it would be the easiest course to do. It’s simply a case of attending training, following the tried & trusted methods to get customers & recruit other reps, & then teach those reps to do the same. Jim Rohn sums it up perfectly; Study – Practice – Teach
To sum up; in any MLM Company there is a level playing field, everybody starts at the bottom, everybody has the same products or services & compensation plan, the same marketing materials, the same market to operate in; the only variable is YOU!
The MLM Dream Stealers
One of the biggest hurdles for new recruits to MLM to overcome are the Dream Stealers, the so called well intentioned friends or relatives who will try to talk recruits into quitting or not even starting in the first place. Let’s call this band of people “Larry & the Dream Stealers”.
There are many reasons why Larry & the Dream Stealers will try to talk people out of joining, or quitting, MLM, but I believe the main reason is simply ignorance. You see Larry doesn’t understand what MLM, or Network Marketing as it is also known, is all about. Like the majority of people Larry only understands the concept of going to work & being paid for the hours spent doing work for an employer, so anything that doesn’t conform to this method is regarded, at best as suspicious, and at worst simply a Scam.
When a MLM recruit tries to explain the new business they are thinking of getting, or are already, involved with, Larry immediately dismisses the idea & will take delight in informing the recruit that they are involved in some sort of scam or pyramid scheme. As a new recruit you need to be aware that this will happen & be prepared for it. A simple response would be to ask Larry what is a pyramid scheme? In all likelihood he will have no idea, but he’s sure that’s what you are involved with.
It’s a fact of life that people are scared, or suspicious of anything that they don’t understand & will take great steps to avoid what they don’t understand. When as a new recruit you start approaching your warm market, your friends & family, some of them will not understand the concept of Network Marketing & so will try & undermine your confidence in your new business to try & protect you by getting you to quit. It is vitally important that you have enough posture & self-confidence to assure “Larry” that you are involved with a legitimate business model & that you are determined to succeed whether they join you or not.
Let’s look at a few facts & figures about Network Marketing; The industry is responsible for over $167 Billion in worldwide sales every year, this is more than the Gaming Industry ( $67 Billion ) & the Movie Industry ( $80 Billion ) put together. Warren Buffet, Richard Branson, Donald Trump, Bill Clinton & Tony Blair are all supporters of Network Marketing. Indeed when Donald Trump was asked recently what he would do if he had it to do all over again, his matter-of-fact, one-line answer was : “I would get into network marketing.” There is lots of proof around to support the MLM recruits choice of industry so you should not have any problems dismissing or allaying Larry’s suspicion or negativity.
Another way Larry & the Dream Stealers operate is to make promises that they have no intention of keeping. As a MLM recruit you will be inviting people to meetings so they can take a look at your opportunity. The meetings are usually held at local hotels, where some experienced company reps will present a “Career Opportunity” to the gathered guests. Larry & the Dream Stealers have promised you that they will be there to meet you & take a look at your opportunity, however there will be occasions when nobody you have invited turns up. This can be very disheartening in the beginning, however just remember one thing, it is not you they are turning down, but your company or opportunity, do not take it personally & move on.
In summing up, as long as you are forewarned of Larry & the Dream Stealers then they cannot succeed in taking away your Dream.
Cold Calling v Warm Market in MLM
When trying to build your MLM business, whether it’s customers or partners, which is best; Cold Calling or the Warm Market approach?
For those that don’t know what the above terms mean; Cold Calling means calling or approaching people who are not known to you. Warm Market is people that you either know directly i.e. friends, family or work colleagues, or people who are directly introduced to you.
Before we try to decide which of the two methods work best when trying to build your MLM Business, we first need to discuss the two methods in more detail.
MLM Cold Calling
“Cold Calling” can be done several different ways;
- Making telephone calls to people picked out of a directory or a list that you have purchased.
- Door Knocking by simply picking an area & going house to house.
- Approaching people in the street or supermarket or other such venues.
All of the above methods involve talking to strangers or people whom you have not met before. The majority of people would quake at the knees at the thought of approaching strangers with a business proposal & so this method is definitely not for the faint hearted. Generally people who get involved in this type of “marketing” are very thick skinned as the rejection rate is very high. Just put yourself in the shoes of the “stranger”, what happens when somebody knocks on your door & attempts to sell you something? I would wager you will say you are not interested even before the caller has had a chance to go through their sales pitch. A lot of people won’t even answer the door or will close it in the callers face. There have been many horror stories over the years about people being mis-sold goods or services at their doorstep by unscrupulous salespeople. Indeed many service industries in the UK no longer use this type of marketing due to pressure from licensing bodies.
Marketing to friends, family or work colleagues should be simply a case of referring them to a product or service that you have recently used or purchased. Indeed we all use this form of “marketing” every time we make recommendations to people we know, usually it will be a film we have recently watched or a book we have just read. In the case of MLM people ( reps, distributors or partners ) are being paid to recommend a particular companies services or products. So in essence the Warm Market approach is not selling as we would normally think of it, it’s simply making recommendations.
I hope that you can see the major difference between the two methods i.e. selling v recommending. At first glance you would be right in thinking that the 2nd method is the way to go, as who in their right mind wants to try & approach strangers & try to sell to them? However it’s not quite as simple as that, for instance what do you do if you have exhausted your warm market? Is it better to be “rejected” by a friend or a stranger? What if you have credibility issues with your friends & family? Maybe you have been involved with other businesses in the past that have not succeeded.
Let’s take just one of the preceding questions; Rejection – There is no doubt that for people first starting out in MLM that rejection is a major reason for quitting the industry. Nobody likes to hear the word “no” when trying to promote something. All new MLM recruits are taught to first approach their warm market & it’s a fact of life that no matter what product or service you are promoting a lot of people will say no. The thing that new MLM recruits have to learn quickly is that the customer/prospect is not saying no to them, but to their companies offering. Rejection should not be taken personally, once this is learned recruits will find marketing much more fun.
At the end of the day it’s all about your own personal philosophy & what you are comfortable with, some people are not comfortable approaching their friends & family about business & would rather talk to strangers. As already said above, some people would faint at the prospect of having to approach strangers. There is no right or wrong so pick a method that suits your style.
A common problem people come up against in MLM or Network Marketing is what to do when your warm market list of friends, family, work mates etc is exhausted.
When you first join a MLM Business you will be encouraged by your upline to “build a list”, this is a list of all the people you know, friends, family, relations, work colleagues, ex school friends and so on. Then you will be encouraged to contact all of these people to introduce your MLM companies’ products or services & the business opportunity. However sooner or later, no matter how big your list is, you will run out of people to contact, so what do you do then?
Networking events are the next step in helping you to grow your business. Basically these are meetings where business owners or employees, on the instruction of the business owner, get together & help each other find more business. They are usually held in hotels or business centre’s & early in the morning. Usually there will be only one person from any particular business sector allowed to join any particular Networking Group. To find groups in your area, just do a Google search e.g. networking Bristol, business groups London, business club Manchester, etc.
The Networking Organisations will hold meetings either locally or all over the country depending upon the size of the organisation. The large organisations will have meetings in most large Cities or Towns, in larger cities there may be several different meetings on different days of the week. Usually the meetings are held weekly at the same venue & will have a list of regular attendees who will be members of that particular group. Some Networking Organisations will insist that attendees are present at least 3 out of every 4 meetings, some will even insist that a substitute must be sent if the member cannot attend.
As I said earlier the meetings are usually held very early in the morning; 6.30-07.30 & will be finished before 9am. Breakfast is usually taken either before the meeting or during a midway break. Some Networking meeting are held in the evenings, but in the main they are breakfast meetings & will generally follow a set format such as;
· Welcome & Apologies for Absence
· Format of Meeting & Special Welcome for any visitors
· Any Good News
· Members “60 Secs” –Members will introduce themselves, their business & then ask for referrals.
· Breakfast – if not already taken before meeting.
· 10 Min Member presentations – usual done on a rota system, each member will expand on details of their business.
· 10 Min Brainstorm – a member will have the chance to get help from the group with any problem they might have.
· “Contributions or Referrals” – Members will pass business referrals or introductions to each other.
· Visitor Contributions – visitors will be asked if they enjoyed the meeting or if they have any referrals for the members.
· Any other Business
· Next week’s agenda.
Obviously each Networking Organisation will have their own formats but they will be similar to above. The whole idea is for everybody to get more business either from the other members directly or from people referred to them by the other members. In the context of MLM, Networking is a way to add people to your list; in general people do not like “cold calling” so introductions or direct business from other networkers is a great way to build MLM businesses. However one thing to bear in mind, “Networking” is an art & it has to be learned in order to get the best from it, I will discuss this “art” in another article.
What are the differences between a conventional Job & Network Marketing?
Well the first main difference is that in Network Marketing you will be self-employed whereas in a Job you will be employed by an Employer. Essentially in MLM or Network Marketing you are running your own business selling or promoting the products & services of the MLM Company. You will be responsible for your own tax affairs & will have to submit a tax return at the end of the tax year – 05 April. It may be that you are both employed & running a MLM business, in that case you still have to complete a tax return.
The next main difference is in the way that you are paid. In the case of Job you will be contracted to work a set amount of hours per week & you will be paid an “hourly rate” for those hours. Don’t however make the mistake of thinking that you are paid x per hour, you are not, you are paid for the work that you produce in those hours, otherwise you could just sit at home & collect your pay at the end of the week or month. In Network Marketing you will be paid for sales you make, for referring people to your company’s services & for introducing other reps to act for your MLM Company. You may also receive an on-going commission for recurring sales or monthly subscriptions, in effect you will get paid on-going fees for work you do just once, a bit like royalties for songs or writings. In a Job you are paid for your own efforts only, in Network Marketing you are paid for your efforts, plus the efforts of anybody you sponsor into the business & anybody they sponsor, this happens down to many levels depending upon the Network Marketing Company.
Another major difference is in Time Management, as above in a Job you are contracted to work a set amount of hours per week, you will more than likely be told what those hours are i.e 9 till 5 & you will be told when you can take time off for holidays. In Network Marketing you manage your own time, you choose when & where you work & when you take your holidays. In a Job you will also have a “place of work” or a “territory”, in Network Marketing you are free to work wherever your MLM Company operates, be it country specific or worldwide. There are no set hours with a MLM Company, people simply choose how many hours they want to work or not at all should they feel inclined to do so.
Pay Scales are totally different in Jobs as appose to Network Marketing. In a Job you will generally have a pay scale for the type of job you are doing, there will be a minimum & a maximum for your particular position depending upon your experience, to move up in the pay scale you will generally have to achieve a promotion or change jobs. In Network Marketing everyone has the chance to earn as much as possible, whilst there may be “promotions” to a higher level people will not have to wait for someone to leave or die before they can move “up the ladder”. Indeed in MLM there are no ladders as this implies that there is only room for one or two people to climb at any one time.
The one area where Jobs & Network Marketing is similar is in their structures, this is totally contrary to popular belief. The term “Pyramid” is often associated ( and in a derogatory sense ) with MLM because of its Company Structure, however all companies have a “Pyramid Structure”, in that there are workers/reps at the bottom, supervisors/team leaders on the next level, then middle managers/group leaders, then senior managers/senior group leaders, and finally directors/national leaders at the top. Obviously as you go up the structure there are less on each level giving the pyramid shape.