Ep 12: What’s Actually Working in Direct Selling? A DSU Leadership Panel

Direct selling is changing quickly. Customer expectations are shifting; new technology is creating opportunities; and field leaders are rethinking how they attract customers, launch distributors and build organizations that last. But which strategies are actually working? Recorded live at Direct Selling University (DSU) Fall 2026, Rob Sperry brings together three experienced field leaders, Jordan Kemper, Julia Thornhill and Teresa Coffey, for a practical conversation about what’s happening inside their organizations.

The panel begins with customer acquisition and recruiting. Julia shares how she’s using customized funnels, automated follow-up and simplified checkout experiences to make it easier for customers and prospective builders to take action. Teresa explains how partnering with local boutiques, gyms and other small businesses is helping her team reach people outside their existing networks.

Then the conversation turns to one of the most important challenges in direct selling: getting new distributors started. Jordan walks through his team’s 20-minute onboarding system, designed to move new partners into action quickly rather than overwhelming them with information. Julia explains why she tailors onboarding to different personality types and professional backgrounds. Teresa shares how her organization spent years simplifying a process that once required 40 hours of training.

The panel also examines how technology is reshaping the field. Julia discusses the AI tools her team uses to answer questions, support customers and help distributors navigate common objections. Jordan shares how his organization provides social media content and guidance while encouraging leaders to develop their own voice.

But technology is only part of the conversation. As Rob moves into a rapid-fire discussion about what corporate teams need to understand, all three panelists return to a common theme: collaboration.

Teresa emphasizes the importance of having tools ready when products launch and making sure those resources reflect the needs of the people using them. Julia explains how leadership committees help her organization evaluate ideas and build buy-in. Jordan challenges companies to treat their field leaders as strategic partners whose firsthand experience can help shape better decisions.

For corporate executives and field leaders alike, this conversation offers a direct look at the systems, tools and working relationships shaping direct selling today.

• What experienced field leaders are doing right now to attract customers and business builders
• How AI tools, automated follow-up and personalized funnels are changing field operations
• What leaders are learning about influencer marketing, retention and team culture

Listen or watch this podcast below!

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