Substantial Incomes – Wealth Creation

We have personally lost great frontline distributors, many of whom could have become legends in this industry, because they just couldn’t stop changing systems. In fact, in one case, we lost the leaders of an entire foreign market. Just imagine the possibilities if: you started on the ground floor in a brand new country with 1,500 serious prospects who came to learn more about your business on opening day; the company you represented was a billion-dollar MLM company already successful in twenty other countries; and all the new distributors signing up were within your first five levels. Also, assume that your sponsors were extremely well known and had all the training manuals (audiotapes, videotapes, books) translated into every language on your continent and then set up a second home in your part of the world in order to spend significant time supporting you. Under these circumstances, failure seems impossible.

Believe it or not, failure was the end result: the key leaders quit the business within eighteen months. They failed because they changed their name from the Yarnell Organization to another unknown group, gradually eliminated every system we taught them, and consumed much of their time routinely changing their training materials – it was the ultimate Scatter Bomb. Every one of our systems had proven success, and every one of theirs rapidly failed. But they still maintain that their organization collapsed because they just didn’t have a good enough compensation plan. And we provided them with many other forms of support.

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The next great obstacle in the battle for success probably afflicts every single distributor who ever enters our industry. We call it the Scatter Bomb. It is quite easy to fall into this booby trap because of the very changeable nature of our business. Simply put, the Scatter Bomb is a mental explosion that diffuses the focus of distributors, causing them to stop using the system they have been taught and to frantically follow any and every new network marketing system that comes along. The Scatter Bomb occurs frequently in the first year, sending new distributors in search of any new leader, company, sales aid, or system that might enable them to succeed more rapidly or more easily.

This divisive weapon is quite deceptive because it comes disguised as the ultimate new tool or as the perfect strategy for success. Sometimes it’s a new manual or video, which many new distributors assume will be more effective than the work program currently used, merely because it’s new. Other times it’s a new leader who comes to town with a brand new way to do the business, and since he’s making more money than you, his system must be better than yours. When your spirits are really down, it can even be a new company with a better compensation plan. Whether the Scatter Bomb takes the form of a person, system, or company, the very worst thing you can do in your first year is yield to the temptation to change direction every time a new system comes along.

This business is a process of system duplication, and therefore each time you change your system, everyone in your downline gets confused. In network marketing, the worst battles in the entire first year will be the internal ones you fight each time you’re tempted to find a faster, better, easier route. Remember, if someone in your upline is earning the amount of money you strongly desire and you continue to duplicate the exact system that got him or her to wealth, you too will eventually get there…but not if you are always changing the system.

There are many different ways to do the network distribution business and fortunately each of them is equally lucrative. There’s no one way to success. But if a network marketer becomes so scattered that he or she is constantly changing from system to system, thereby compelling downline associates to change, failure will certainly follow. In this chapter we will prepare you to fend off the inevitable Scatter Bomb by bringing to your attention the detours you and your new distributors will be tempted to take.

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Somehow I can help. “What are you looking for?” she asks. “I lost my keys,” he replies. As she begins to crawl on the ground with him, she inquires, “You lost them in this yard?” “No,” he responds, “but the light is better here.”

There are countless distributors who want to work the business in ways that  are more comfortable to them, more fitting to their self-image, more in keeping with their old work habits. The “light” may be better there, but if your goal is to achieve financial security and personal freedom, you may have to get out of your comfort zone and work where the light is not so good or the ambiance is not so elegant. The good life will come soon enough if you pay the price in the first year.

Having faced many challenges in her life, Pia Dietzen of El Dorado, Arkansas, learned this lesson repeatedly before entering the world of network marketing. She left Denmark to come to America and got her real estate license within five months of her arrival; shortly thereafter, she became a full-time student while holding down a full-time job, all during a pregnancy. She went back to work within weeks after delivering her baby through C-section; throughout all of this, she managed to get her black belt. “What keeps me going on these ugly days when nothing seems to go right?” she asks. “I believe that inside all of us there is a driving force that will help us just as long as we stayed focused on our goals. I teach my distributors not to give up, no matter what. I tell each distributor, ‘the longer you stay and continue talking to people, the closer you will get to your goal. Never lose sight of that light at the end of the tunnel.”

Drs. Joe Rubino and Tom Ventullo of Andover, Massachusetts, had practiced dentistry for ten years  before being introduced to network marketing. Although they had built a very successful dental practice, they had lost all their enthusiasm for dentistry. The fire was gone, but dentistry was all they knew. The concept of network marketing was initially appealing to them, but both were shy and introverted. To build a successful business they would be required to break out of their comfort zones and learn how to speak with others. Of course, all of the usual concerns came up for them: What would people think? How would they look to their peers?

Because of their self-imposed limitations, they felt trapped and without a sense of direction. What could possibly turn two introverts into top network distributors in a business usually excelled at by extroverts? They had been “playing small” all their lives; their focus was on playing it safe and avoiding risks.

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“The very next week, on December 10th, we gained a new frontline distributor, Bryant – of all things, by losing a coin toss in Jackson, Mississippi. Sharing a co-op advertisement with one of our frontline distributors, June, we flipped a coin to see who would get the first sign-up. June won and sponsored a businessman with a resume a mile long. We got the next prospect, Bryant, though more than a week passed before he signed  up under Mable and me. He was extremely well connected, highly motivated and submitted his L.O.I. that following week. That helped us reach our executive qualification volume for December and saved our business. Today both Bryant and we are still in the business (although the businessman who signed under June is not), moving steadily toward our goals. Faith is the only thing that got us through those trials and kept us going when there appeared to be no end in sight. We had faith in our company, faith in our products, and faith in ourselves. Most of all, we had faith that if we were doing our part and operating from the heart, God would show us the way.” He did and brought them out of depression into the Promised Land.

John from Annandale, Virginiam had an extremely short stint in corporate America that ended at age twenty-three. “After two years of college, two years in the Army, and two more years as a computer geek, I discovered I’d never make a fortune working for somebody else. In the last j.o.b. (journey of the brake) I’ll ever, I was running the computers for a car dealership, putting in seventy to eighty-hour weeks for $2,000 a month. I’m no genius, but it didn’t take me long to figure out I was worth a lot more than $6 an hour.” John wanted his own franchise, but had no capital. He called every ad in several papers, and after looking at many networking companies, found the right company for him. “What was the biggest appeal? The successful people who were making millions in the business were mentors I wanted to emulate. And they were willing to teach me everything they knew! Here was a group of people with integrity, and a company with products that were going to grab significant market share.

“But the problem was that during that first year, I was terrified to talk to anyone about the business. I was shy, lacking confidence in myself, hoping, but not knowing, if this business would work, and feeling extremely inadequate about being so young, inexperienced, and without money. But my sponsor, Barbara, believed in me, called me every morning to encourage me to get on the phone and start sharing with others the incredible information I had.

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I managed to contact about one hundred people in my first few months. Most laughed at me. I actually sponsored one of those hundred, and she quit a week later. After six months, I had only made about $1,500 total.

“But an interesting evolution had taken place right in front of me. I had observed Barbara’s sponsor go from $4,000 a month when I met her, to over $20,000 a month in that same six-month time span. She was a twenty-six-year-old single mother, Lisa, with a journalism degree and a great attitude, who in twenty-two months went from start up to over $60,000 a month. That made her a legend in our company. And I was fortunate enough to witness everything she did first hand to make that money. You know what I learned? She didn’t do anything I couldn’t do. She just worked really hard and had complete confidence in the company, the products, and her ability to make millions. So even though I was very ineffective and had almost zero income, my belief level began to explode. That’s when my business changed forever: when I believed I could duplicate the success of my mentors.

“In the next year, my income went from a little over $1,100 per month to almost $10,000 a month. And today, nobody believes the story of how I began – shy and broke and ready to quit. But it doesn’t matter. Just remember three magic words: ‘Keep watching winners!’ Today we’ve helped so many people quit their jobs and go through the same tremendous personal growth. It would have been so easy to quit network marketing, walk away, and say; ‘Those deals don’t work.’ But I have an attitude in my head that I love: when everybody else gives up, that’s when I really go to work. And I had great role models to help me maintain my positive focus

“Looking back, the sacrifices I made in the beginning were tiny compared to the return on my investment. Besides, how else can someone start a business that’s profitable in a year or two, with little or no debt, and then consistently make a six-figure income working from home! At age twenty, I spent about $1,000 getting a real estate license that I never used. So risking $1,000 on my company was hardly a gamble. I look back at where I’d be if I could have found the capital to purchase that pizza franchise seven years ago. I might just now be finishing paying off my loan, having lived at the store twenty-four hours a day, and I’d weigh 350 pounds from eating pepperoni pizza all day, with no time for exercise. Instead, I travel the world, have peace of mind and zero headaches, and I can be a Professional Dad for the rest of my life.”

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Now, we’ll share the most important tools for building and maintaining a warm list. Pay attention to this advice, follow it without deviation, and you’ll likely wind up among the big-money earners. In a very short time, this method will enable you to have more prospects than you have time to call.

Purchase a twelve-inch-long card file cabinet. In addition, purchase twelve dividers, one for each month and thirty-one numbered dividers for each day of every month. Index card dividers can be purchased already labeled and numbered. Then purchase several hundred index cards and write the name of one warm market prospect at the top of each card. Next to each name, write his or her telephone number. Beneath the name on the left-hand side of the card, write the heading words “date last contacted.” On the right-hand side, write “actions and results.” Every time you obtain any person’s name and telephone number, especially new people you’ve just met or prospected, create a new card. Of course, for computer buffs, there are software programs for organizing and following up on leads. What matters is that you have a system for keeping track of your prospects.

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Let’s assume that you are convinced of the importance of calling the people on your warm list. So what happens next? How does this team approach work? Three-way calling can be a valuable tool, as long as it is used at the appropriate time.

Most prospects will hate the idea of three-way calls prior to a personal presentation. If they know they’re going to have to suffer the indignity of making their first call to their family and closest friends with their sponsor  (even if they are very close friends), they literally refuse to go any further than purchasing their starter kits. That’s why in our collective twenty years, we have always avoided three-way calling as a first contact with a prospect. The new distributor is actually right to want to avoid this strategy.

Think about it intelligently. Does a professional or corporate executive really need to gang up on his friends – that’s precisely how it appears to the prospect. If a distributor can’t even pick up his own telephone and get his family and friends to a meeting, or review an audio-visual presentation in the privacy of their own homes, that person probably does not have what it takes to succeed in network marketing. Period. End of story. Once trained, your new distributors should always be allowed the courtesy of talking to their closest friends and family without the presence of some hyped-up sponsor trying to overcome objections and prove how brilliant she is to her new distributor. Three-way calling, at this stage, is a very unnatural way of networking. Besides, when the business is presented properly in the initial approach, there should be no serious objections to overcome. If there are a lot, that person is not a prospect anyway. Call him or her again in six months. Don’t badger them with your upline on the other extension. The only way this could be helpful is if your sponsor is listening silently on the line during your first few calls in order to offer some constructive criticism afterward.

The best time for three-way calls is after a prospect has seen the presentation. It is most effective after someone has been exposed to the concepts of network marketing, likes what he or she has heard but still has some reservations – this is the best time to bring an upline associate into the mix. Here’s a sample script of what you might say to a serious prospect: “You are asking some really good questions, and as I told you, I’m new to all this. But my business associate has been at this longer than I. Let me see if I can get him on the phone with us right now.” You simply press your conference button on your telephone, dial your sponsor or upline, and press the button again – and bingo, you have an instant three-way call. Or if you prefer, give out the private number of your upline to your prospect, and let him or her call when it is convenient. Serious prospects will make that call.

There are advantages to each of these strategies. The three-way conference call allows your new associate to learn by hearing how a prospect is “closed.” It also reinforces your new associate’s belief in the business. This is sometimes quite helpful to a new network marketer. The two-way direct call from prospect to upline offers more flexible scheduling, and sorts out a serious prospect from a lukewarm one. Just taking the initiative to call shows a certain eagerness for the business. Mark prefers the direct call. Rene is more comfortable with the three-way call. Just be sure to use them appropriately – that is, never until after a full presentation has been made to the prospect or your audio visual business briefing has been reviewed.

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Karen, formerly a pink Cadillac winner with Mary Kay, and one of the strongest female speakers in the business, joined a  new network marketing company in partnership with her husband, Bill. She looked upline to her role models – Charlie, Jay, and Marc – all of whom had achieved the top level of their company in record time. She believed that if they could do it, so could she. So she quit her job, Bill sold their business, and they joined up. They achieved the level of executive in the minimum time in January of 1991, the same month the Persian Gulf War erupted. Unfortunately, their four qualifying executives watched the news instead of working the business, and within sixty days all four had lost their vision and quit.

As Karen explains, “Seven months later, Bill and I climbed our way back to having four new qualifying executives, only to have Barbara Walters appear on Nightline  featuring our company with the infamous question: ‘Is it a dream or a scheme?’ This television broadcast launched the most intense media and regulatory scrutiny ever encountered by any network marketing company. Over the next ten months, as our company was exonerated after the investigation, we lost three more qualifying executives. Defending our company in the media and to the regulators exacted a heavy toll. After all that work, we had lost a total of eleven executives. Our families were begging us to go back to corporate America. We just couldn’t. We had a dream.

“In June of 1992, we were thrown another curve. Our company diversified, and suddenly we had to go from our comfort zone of being knowledgeable about cosmetics and personal care products to learning about antioxidants, chelated minerals, and metabolic conditioning. But we did it, and by August of 1993, our first full-fledged executive emerged in our organization. It took three more years of hard work, but finally, in September of 1996, we reached the top level of our company,” Karen remembers back to her days with Mary Kay, where she was often told “The greater the individual’s potential for success, the greater the adversity that individual will have to face. Gold is tempered through fire – how can we aspire to the greatness of leadership if our commitment is never challenged?” Karen and Bill, who successfully met the challenge, now live in Redondo Beach, California, freed from the shackles of corporate America and of owning a traditional business. When asked why she was able to hang in when everyone around her fell out, Karen said that it is essential to have your destination clearly in sight, even before the journey ever begins.

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As Norman Cousins wrote, “The true tragedy in life is not death, but what which dies inside us while we are still living.”

This philosophy sheltered them from the dangers of the world, it also carried with it a tremendous price. Playing “not to lose” – instead of “to win” – was draining the partners from the inside. The adversity they had to overcome, like so many others living in quiet resignation, was to conquer a fear of the world that was slowly and steadily killing their spirits. As Norman Cousins wrote, “The true tragedy in life is not death, but what which dies inside us while we are still living.”

Once Joe and Tom woke up to the reality of their resignation and what it was costing them in terms of health, happiness, relationships, and their potential contributions to the world, they made a conscious decision to play full out. They needed to find a compelling reason to do what was uncomfortable, as well as nurture a self-confidence in who they were and what they had to offer. Part of their vision was, and still is, to expose millions of people living in resignation to the limitless possibilities for change in their lives once they simply choose to become open to them. With the support of their network marketing team and after working with some personal coaches, they decided to implement an action plan and to expect success. Nothing changed externally. The entire shift was in their mind-sets.

After just six years of effort in network marketing. Drs. Joe and Tom fully retired from dentistry with an income far greater than that from their dental practice. They speak and write internationally on how to succeed in network marketing. In December of 1995, Joe was featured on the cover of Success magazine, which called him a “millionaire creator” in the cover story entitled “How Network Marketing’s Entrepreneurial Elite Are Building Fortunes at Breakneck Speed.” His book, Secrets of Building a Million-Dollar Network Marketing Organization, has been highly acclaimed for its comprehensive approach to becoming financially successful by developing a life purpose. They are living testaments to the fact that all of us can harness the life-changing power of this industry to make a difference in our own lives while also contributing to the lives of countless others.

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Your reputation within the company is irreconcilably damaged. We’ve seen it happen in several companies, and it is one of the most easily avoidable tragedies of our business.

Our industry affords us daily opportunities to discover our true worth. There are countless moments when we are faced with situations that require moral decisions. Each one is a personal test of our integrity, and sometimes no one will know but us, but we are challenged more than anyone in any field of endeavor to raise the standards of human values. This integrity must begin with our very first presentations. Tell the truth about your marketing plan and the tremendous amount of work necessary for success. Offer your support, but never offer to do work for a new distributor that you barely have time to accomplish for yourself. The more honest we are about the hard work in our business, the less attrition we will experience and the more respect we will build for our industry.

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After generating $15,000 in personal income. This success added fuel to the fire, and the momentum continued over the next three months. “I didn’t recruit for almost a year after this; instead, I put into place an infrastructure for communications and recruiting, and developed a model that could be duplicated for presenting and training. I went back to work by launching Mexico, where I recruited five new legs and produced around $150,000 in the opening month’s sales, almost entirely from a cold market. Six months later, my average income had grown to $20,000 per month.

“By this point in time, I had recruited perhaps a total of thirty to thirty-five frontline distributors. I then set my sights on the Quebec market, prospected about forty-five people, and recruited five new legs – two of which have reached a monthly income of about $12,000.

“I then had the good fortune to be referred to a tremendous businessman from Manitoba. Launching his business yielded the highest return yet. Dealing only in a warm market, he recruited twelve of his thirteen prospects, four of which exploded in the first month, followed by two more in the next sixty days. His launch generated a record $219,000 in group volume and netted him $17,900 in personal income. As a result, my income rose to an average $40,000 per month.

“Success breeds success. Now, with relatively little effort, I’ve sponsored and recruited twelve new legs over the last eighteen months, with four of them averaging $2,000 to $8,000 monthly. At the same time, I helped my leaders expand and took my monthly income up to $100,000.

“Today, at thirty-three years of age, after nearly six years in the business, I’ve personally sponsored sixty frontline recruits: six of which average a monthly income between $8,000 and $45,000; three take in approximately $2,000 to $4,000 per month; and a few more are just getting started. Many people deserve the real recognition for my success, but suffice to say that I’ve enjoyed an extraordinary career in an incredible profession.” Michael was acknowledged as Distributor of the Year by his company for these outstanding achievements. We are currently developing strategies to make stories like this become the wave of the future in network marketing. As these kinds of ratios become more attainable in our industry, we will see a flood of new associates joining our ranks over the next decade.

Those new to network marketing should have a simple understanding of the four most popular types of compensation plans: the breakaway, the unilevel, the matrix, and the binary.

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The lesson for people just starting out in network marketing is this: Binary plans, by themselves, tend to reflect a short-term cash return as opposed to a long-term, steady, residual income. If you are considering joining a company that is new it has no track record, at the very least, make certain the principals in the company do have a track…a good one. It is very, very risky to join a company that has not been in existence at least a couple of years. If you feel compelled to join, and don’t have first hand knowledge of the integrity of those starting up the company, do your due diligence: check them out, call their references, and if their compensation plan is untested and sounds too good to be true, it probably is. At the very least, call the Direct Selling Association in Washington D.C., and find out if the company under consideration is a member. If not, watch out!

If you are in your first few years in this industry making a decent living with a solid company, and, like Carol, an overzealous sponsor shows you big checks or a comp plan too good to be true, hopefully, you’ll have the common sense to stay where you are. Network marketing is big business played on an international stage offering staggering income potential, enormous amounts of free time, travel, power, and prestige. To hit the big numbers is to be treated like an international rock star playing to large audiences and standing ovations on every continent. You’ll be treated to the best cuisine in every location and interact with the most powerful people industry, medicine, and law. Remember, as you are trying to appeal to various professions in corporate America and throughout the world, each one has its malcontents and frequently the most successful among them are the players who can relate to these kinds of earnings. As you move from your warm market into your cold market prospects, you need to understand that this is a numbers game and not be intimidated by it.

MLM is the “great equalizer” in which former blue-collar workers are allowed to compete with, or even bypass, doctors and corporate leaders. Perhaps from the standpoint of workloads and maybe with respect to the number of people you actually have to sponsor, you were falsely induced into MLM, but no one can truly tell you about the joy of earning five- or six- figure monthly incomes until you yourself experience it. So, don’t whine, get to work! What’s it going to be – four years or forty?

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