1. What did you do before network marketing and were you successful in that endeavor?
Carpentry, massage therapy, and a type of physical therapy called Rolfing. In all, I did well as a solo entrepreneur. I loved the work, and I was in hourly rate heaven. I stayed busy, and I thought $48k-60k a year was a lot of money.
2. How were you introduced to network marketing and what challenges did you have to overcome when you got started?
I was studying at a year-long nutrition program at the Kushi Institute in Boston and at graduation 1986, one of the teachers who’d become a good friend, showed me the new MLM company that was just launching and that he’d just joined. I laughed at his face and said something cynical, and given his character and newness to the industry, he never said another word. A year later, I phoned at Christmas to catch up and just before finishing our call, asked if he was still doing that business, and when he told me is most recent monthly commissions, I got sick to my stomach. Three days later, I called him back and resignedly asked how to start.
My biggest challenges were pretty much everything in the book. I was shy, I didn’t know how to invite people into a business, I had a small natural network, no background in sales and influence, I was extremely and overly product oriented, I wasn’t systematic, I didn’t treat it as a real career. But mostly, I hadn’t yet learned about the concept of Identity, so I was completely stuck in what Identity I’d built up by default up until then, along with all of the beliefs stuck to that Identity, and with zero knowledge of how to get beyond it. Now of course I know: until someone can soberly and honestly analyze who they think they are, and bring to light the unconscious, deeply held convictions about who they are, they won’t know why they are stuck or sabotaging their success. But back then, I was just a pup, and had never read a single book on that topic. So, as to be expected, I was making $400/month by my second year.
3. How many companies have you been involved with before you found your current home and what attracted you to this company.
One company before this one (so a total of two in 31 years). I’m an oddball. Very dedicated, very loyal, very motivated by the mission of a company, versus jumping from company to company. My reputation is really all I have, and it would be devastatingly embarrassing to present an opportunity to anyone if I didn’t believe it was going to last 30 years. I vet the hell out of each move I make, and I’m only interested in building something once, building it as strong as Apple, and bringing my team to a high 6-figure a year income.
4. Did you have an opinion about network marketing profession before you decided to get involved?
Probably, but only vaguely, since I had never been approached by anyone before my sponsor. I was mainly just really, really cynical of success, largely because I had a very deep, almost genetic belief that success happened to others, definitely not to me. It wasn’t until I rooted that out through deep NLP work and then rewired that belief, and changed it to its opposite; that not only could be a millionaire, but that it was the biggest driving force in my life.
5. What was it about (your current company) that made the difference for you and give you the feeling this was the one or did they all do that for you?
Whew, I was brutal to the owner of my current company during my vetting process! I was still so pissed at how the original company had screwed up and taken us down with them, that I came with a very refined series of questions. Were the products extraordinary, and best in their class? Were the products life-altering? Did they have a solid track record? Were they backed by a ton of money? Was the comp plan designed for the long haul or stupidly paying only a small range of people at the top? Could someone in my downline make more money than me, even 5 years later? Did they have the signs of being here 30 years from now, so this would be the last company I’d ever have to build? Were they only interested in bringing in quick-buck artists and then destroying lives, or did they have the signs of being here 30 years from now, so this would be the last company I’d ever have to build? And last, and oddly the most important single piece for me: was the owner someone that had an extraordinarily high level of emotional, spiritual, and logical intelligence? I needed someone at the yoda level of a Steve Jobs, or I couldn’t honestly tell people that I’d found the great opportunity of our lifetime.
6. What was your strategy to insure that you would be successful with your company?
A. Design the training. B. Keep it flexible enough to allow people from all walks of life and all kinds of odd tribes to feel like they would fit in here. C. Teach people how to teach. D. Work my ass off and never take my eye off that top pin rank.
7. What was your biggest failure in life and the lesson you learned?
A business partner absconded $100k from me and $50k from two close friends. It was devastating because I loved him, but more because I didn’t see it coming, and I felt suddenly I couldn’t trust my own instincts; that I didn’t know people as well as I thought I did. I went into a pretty big state of shock that lasted almost two years. But then I had a big aha: I realized that I DID see it coming, but had ignored red flag after red flag, all these glaring signals that my instincts were yelling were not right. My sobering lesson was seeing how often I tended to view life through a rose-colored lens. I did a deep educational dive into understanding how to recognize sociopaths, narcissists, pathological liars, which had the effect of allowing me to forgive my past mistakes, and to trust my instincts again.
8. Do you have trainers, speakers or others that have played a role in you growth and success in the business?
Oh gosh yes. The three that impacted my growth and success and sense of identity were:
A. Tony Robbins. Not just his books and audios, but his live workshops. He models and teaches the logical steps for rewiring oneself to respond in a way to forwards any situation.
B. The Hoffman Quadrinity Process. This is a week-long, quite intensive residential workshop that I stumbled across while traveling through Australia back in 1996, that basically did one thing for me: it rewired my response to anger. I used to physically and emotionally collapse when faced with pretty much any overwhelming emotional situation. I’d get weak and depressed and lifeless, and I saw how ineffective that made me. The Hoffman process utterly rewired that, so that I now instantly feel something on the anger spectrum, which immediately changes to a heightened sense of awareness and response. All of my senses get sharpened and focus becomes the main sensation. I owe the Hoffman Institute a lot for that single gift.
C. The third one came from an amalgamation of a few books I read (and a couple of techniques I learned from a Tony’s live events) on how to use the mind to create a vision of the future as if it had already happened. This is done while doing some kind of movement like walking, jogging at a slow pace, the elliptical in gym, swimming, as long as it contains extra inspiration of air. I learned it 20-some years ago, and still use it almost every day to create a desire so strong that I can’t wait to get to work on it. Everyone has done this at some point in their life. This just systematically codifies it so you can feel it all the time.
9. How specifically do you build your business regarding personal recruitment, helping those in your organization, advertising, promotion, meetings, etc….?
Every I do is codified into a training, and it all starts with a Getting Started Training, which teaches the mindset, the skills needed, and the daily actions. It teaches how to create a list, how to create a short invitation for potential candidates to see a video and read a short PDF, and the sorting those responses. All trainings are done through live video conferences (we use Zoom.us because it’s cheap and robust and up to 100 video conference feeds on each call), which is then put into a PDF and then an edited slideshow YouTube video.
I’m a big fan of modernizing the process, which means as paperless as possible, as home-based as possible (video conferences multiple times a day), and as hotel-less as possible. It’s 2017, not the 90s. I expect my team to learn basic computing skills, file management, email non-overload, PDF creation, and video conference etiquette.
10. Is recruiting just a numbers game for you or are you particular about who you sponsor and what do you offer them and they in turn have to give you?
Both. I’m always trying to come up with new people to personally contact and invite to be a partner with me. And I fully recognize that most of life is a no, and it takes NOs to find the YESes. I feel deeply responsible for each person we bring into the business, so train them immediately and often. I do find many people untrainable, but that’s just the nature of life, and I remember my own beginnings. I was absolutely untrainable until I rewired myself for success.
11. How do you duplicate other leaders like yourself in your organization that give you the best results?
Again, it’s just constant training and exposing people to the fundamentals of the business.
12. Do you use social media and how important is it to your business?
We use a private Facebook Group for sharing business ideas, training dates, introducing new Distributors, announcing wins and strategies that have worked, and uploading new useful PDFs and YouTube video links. It’s a very powerful tool.
13. If there was one thing you could suggest to someone just entering in the business what would that be?
If you want to succeed, act as if the company were paying you a salary of $90,000 a year to help spread the word. When you do that, you become a spokesperson for the company. The Distributors who give presentations (live and recorded slideshow powerpoints) of their company and why people should consider joining them, are the people that make the most money.
14. Can you tell us about how you help people in your organization to be successful?
Constant training on the basics, and teaching them how to teach.
15. What characteristic would your leaders say about you as to why they are glad to be on your team?
Constant improvement. I never give up. I’ll be here for 30 years.
16. What motivates you to get out of bed every morning?
Wealth creation for my team and me, and the impact that my products can have worldwide. And the vision of turning nothing into a big movement.
17. How has your life changed through your success in network marketing?
Time freedom. The ability to live anywhere I want to and work with people all over the globe.
18. What are your plans for your future?
I’m pretty defined by my work, so I couldn’t ever be someone that retires for very long. I’ve never earned $250,000 a month in commissions, but I’ve met those that have, and I want to experience what that is like. I want 10 personally sponsored distributors to be earning $80k/month, that would feel really good. I want to fully learn another language, so moving to Europe or China to do that would be on the bucket list.