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One of the Top Insights to Success

Why are some people more successful than others? Why do some people make more money and have bigger organizations in Direct Selling?  Why are some better recruiters while others are better at selling?

We are always looking for some SECRET, a way to have quicker success.  I don’t know if there are any secrets in this business, but I do know there are insights.  Insights that give us better vision.  Insights that give us better perspective.  I want to share with all of you one of the big insights that I’ve found that helps me in LIFE and in my business.  An insight that all successful people share in common.

Al Tomsik summed up my topic best when he said, “Success is tons of discipline.”

Think of someone in your life who was successful at business, sports, music or even a had successful marriage or family.  All of them throughout all of time had discipline in order to achieve that success.  Success is long lasting.  It isn’t a lucky break.  It is earned.

discipline

I once heard an author and speaker, Brian Tracy, tell a story that stood out to me.  Let me paraphrase:

Brian Tracy randomly met a man named Kop Kopmeyer.  Now Kop was someone Brian was familiar with because Mr. Kopmeyer had written four large books; each of which contained 250 success principles that he had derived from more than fifty years of research and study. Brian had read all four books from cover to cover–more than once.

Brian Tracy said that after they’d chatted for awhile, he asked Kop the question that many people in this situation would ask, “Of all the one thousand success principles that you have discovered, which do you think is the most important?”

The author smiled at Brian, as if he had been asked this question many times, and replied without hesitating, “The most important success principle of all was stated by Thomas Huxley many years ago. He said, ‘Do what you should do, when you should do it, whether you feel like it or not.'”

Kop went on to say, “There are 999 other success principles that I have found in my reading and experience, but without self-discipline, none of them work.”

Brian Tracy went on to say that Self-discipline is the key to personal greatness. It is the magic quality that opens all doors for you and makes everything else possible. With self-discipline, the average person can rise as far and as fast as his talents and intelligence can take him. But without self-discipline, a person with every blessing of background, education ,and opportunity will seldom rise above mediocrity.

Stephen Covey pointed out the same observation in the book, The 7 Habits of Highly Effective People.  Covey recites the essay written by EM Gray called, “The Common Denominator for Successful People”.  EM Gray spent his life searching for the one common denominator that all successful people shared.  He found it.  It wasn’t hard work, good luck, or astute human relations–though those are all important.  “The successful person has the habit of doing the things failures don’t like to do,” he observed.  “They don’t like them either necessarily.  But their disliking is subordinated to the strength of their purpose.”

Let me share an experience I had when I was younger.  For two years, the head guy of the local church I attended continually asked me to speak in front of the congregation. I refused to. I had never spoke in church and didn’t want to. I had made a decision that I wasn’t going to speak in church until I was 19 years old.  So I never did.  It was basically taboo to tell the church leader “No,” but I didn’t care.  I always said, “No,” because of FEAR and stubbornness. The church leader even showed up at my house to plead with me but still I said there was no way I would ever speak in church until I was at least 19 years old. I had a fear of public speaking.  And even more a fear of just being average. So I avoided it.

When I started in the Direct Sales industry I was uncomfortable speaking in front of a small group of 2 or 3 people.  I hated it!  But I did it anyways. And I kept doing it.  Over and over.  My poor business partner, Lance Conrad, was there with me cringing because he knew he could present better.  My strength was talking with people one on one.  I was as good as it got at connecting people but I did not like public speaking!  When I started in this business, I knew what I needed to do.  I knew I had to overcome my fears; and so despite my fears, I still continued to get up in front of people.  For the past few years now I have felt very comfortable in front of large groups. It’s irrelevant if there are 50 people or 4000 people.

Now I share that story because of what we just read.  I will repeat what EM Gray wrote.  “The successful person has the habit of doing the things failures don’t like to do,” he observed.  “They don’t like them either necessarily.  But their disliking is subordinated to the strength of their purpose.”

Another story.  I remember talking with my mentor a few summers ago.  We were talking about what it takes in any business, but especially in this one, to be successful.  My mentor told  me that discipline is the father of being consistent and persistent. Once again I was reminded the value of discipline.

James Allen, who wrote As a Man Thinketh, said, “Men do not attract that which they want but that which they are.”  How profound is that?!!!  You don’t attract what you want, but instead what you are.  You must become focused on becoming the ideal person you want to be.

Discipline is doing what you really don’t want to do so that you can do what you really want to do.  It is the key to becoming who you really want to be. For each of us, discipline will vary at different levels.  I firmly believe that if you can increase your discipline in anything it can help you in everything.

For years I’ve practiced increasing my discipline through things by tracking them on a spreadsheet.  A couple years ago I tracked everything: sugar, carbonation, books read, quotes memorized. By doing this, I developed habits that have stuck to this day. I haven’t missed reading personal development for over five years.  I have only missed reading something spiritual, like the Bible, once in the past five years.  I haven’t had  carbonation more than three times in a year in the past five years.  I have averaged about seven candy/dessert days a year in the past five years. I haven’t missed a week of working out in over five years.

Listen, I know some of these goals are kind of crazy. Ok, not kind of. They are crazy!!!  I’m not telling anyone to follow them.  Many of these goals I do for sheer practice of discipline!  I guarantee I like carbonation as much as you.  I used to have four Dr. Peppers a day.  I guarantee I like candy just as much as anyone.  I do crazy goals every year to practice discipline.  To prove to myself that I CAN!

The year before last, I decided I needed to do something great for my wife.  I wanted to show her how much I loved her.  So everyday for an entire year, I wrote something about our day, something I was grateful for about her (I had once heard of Darren Hardy doing this).  I did it in secret.  After one year, I got all of her friends and family to write their favorite things about her.  Then I took the journal I wrote, along with what her friends and family said, and added pictures from throughout that year.  I put it all in a book and gave it to her for our anniversary.  It was a great great strength to our marriage.  It took massive discipline and in the end it helped me tremendously.

Everything worthwhile takes discipline!  Nothing worthwhile is easy.

Most of us don’t track our most important thing which is our life!!!  We track our work but not anything else.  Really, think about that.  If you want to get better at anything in life, your discipline must increase.

“He who looks for an excuse always finds it. He who looks for a way can find it.” I WROTE that when I was 20 years old before I had ever read a personal development book.

Get disciplined in your business.  Get disciplined in your life.  Set goals.  Be specific.  Be disciplined with your time.  Who it’s spent with and how. Go out and own your life.  Go out and own your dreams.  This is your chance to make something happen.  God did not put us on this earth to fail; BUT to succeed you have to have discipline.

Gen Y Marketing is Not Just the Future

Gen Y, Millennials or even Gen C (connected) are the same group called by different names.

They were born in the 1980s and ’90s—roughly those now between the ages of 18 and 34 (though experts disagree on the precise time frame).  I was born in 1980 so depending on the exact dates I am the very oldest of this younger generation.

WHY US – WE ARE YOUR FUTURE

 We are everyone’s future but we aren’t just the future.  We are also the present.  By next year (2014), millennials will account for 36% of the U.S. workforce and by 2025, they will account for 75% of the global workplace. [U.S. Bureau of Labor Statistics / The Business and Professional Women’s Foundation].  If you don’t know much about them you are missing out and will eventually be left behind.  There are some staggering statistics about this generation.

MISUNDERSTOOD – This generation is very misunderstood. What comes off as aspirational and just plain narcissistic is really just a reflection of millennials’ desire to make a big impact on and improve the world.  I am not denying my generation being narcissistic.  I am only saying that it is misunderstood.  Yes there are millions of selfie pic’s on social media.  Yes we are a vain generation.  Many times with those type of attributes we are considered selfish but we also have huge hearts and are very misunderstood.  Many times because we are narcissistic we are thought of as the generation who only cares about ourselves.  That is far from the truth. 84% of this generation says that helping to make a positive difference in the world is more important than professional recognition. [Bentley University’s Center For Women And Business].  It isn’t just about the money we want a cause.  81% of us have donated money, goods or services. [Walden University and Harris Interactive].  Look at the famous shoe brand called Toms.  Buy a pair and one pair is donated to those in need.  That very concept is what my generation is about.

ASPIRATIONAL – Last year, a record 81% of college freshmen said that being wealthy was very important to them—double the amount of students who said so in 1966, according to an annual nationwide survey by UCLA’s Higher Education Research Institute.  A recent survey of millennials using freelance job board Odesk found that 62% planned to quit their regular job within two years. That’s not surprising considering that overall, millennials stay with a company only two years on average, compared with five years for Gen X and seven years for baby boomers, according to Millennial Branding.  Jobs aren’t satisfying to my generation like they were to previous generations.  We want the possibility of greatness.  We are ok making less if we have the opportunity to potentially make more.  We want to see what we are capable of and we don’t settle.

We Need The Direct Sales Industry

Just 6 in 10 Millennials have jobs, half are part-time [Harvard University].  Median net worth fell 37% between 2005 and 2010. [U.S. Census].  Average student carries $12,700 in credit-card and other kinds of debt. [The Daily Beast].  In the Direct Sales industry generally there is no discrimination to age, race or gender.  Everything is based on performance giving us an opportunity to make what we feel we are worth.  48% of Millennials who say word-of-mouth influences their product purchases more than TV ads. Only 17% said a TV ad prompted them to buy. [Intrepid]  We are the connected generation.

genycellWHY DIRECT SALES IS A FIT FOR US The Younger Generation – 69% believe office attendance is unnecessary on a regular basis [Cisco].  Ummm perfect because direct sales typically gives you that flexibility.  35% of employed Millennials have started their own business on the side to supplement their income . [Iconoculture].  Isn’t direct sales a great way to leverage starting your own business?  You are much more likely to be successful in direct sales than starting your own business.  90% say being an entrepreneur is a mindset instead of the role of a business owner [Millennial Branding / oDesk].  46% of Gen Y wants to start a business in the next 5 years. [Employers Insurance].  54% either want to start a business or already have started one. [Kauffman Foundation].  What does all this mean?  We are entrepreneurial.  We think big and VALUE TIME.  In other words Direct Sales is more than appealing.  Direct sales is a fit for us from an entrepreneurial, lifestyle and potential income standpoint.  It also is the present and future for who to market to from a consumer standpoint.  By 2015, their annual spending is expected to be $2.45 trillion and by 2018, they will eclipse boomers in spending power at $3.39 trillion. [Oracle].  Now is the time to shift your strategy and start to think about the younger generation.

In conclusion companies need to stop making a SMALL part of their company focus on us.  They need to start investing in us because we are quickly taking over the workplace!  We are the present and the future.

Who Wants to be That Crazy Network Marketer and Annoy Everyone?!?

How do you have posture; showing enough confidence but not arrogance???  Showing true confidence by being yourself and not fake??  Stating your intentions in a direct way without throwing up on the prospect with too much info??  Creating urgency without chasing??  Balance balance balance.  We listen to calls, go to meetings and even read books to fine tune our skill set.  To pick up little insights that will give us more vision and enable us to pass that vision onto others.
Most people think that either they have to annoy all their friends and family to succeed in Network Marketing or they won’t succeed.  You don’t have to be in the NFL to succeed. For those of that think the NFL is the National Football League it isn’t. In our industry the NFL would be the No Friends League.
I believe that there is a way to respectfully approach all of your family and friends so that you don’t become that annoying MLMer.
I heard a leader say this once, “all I talk about is (she named her mlm company).  All my friends are only from my mlm company because my other friends know that I am going to keep dripping on them about my company until they do it.”
Really??!!! Now wonder so many people don’t even want to talk to us!! Be a real person. Amateurs convince experts sort. Your job is to get your prospects to take a close look.  Your goal is to make sure that they at least KNOW what you are doing to make some sort of an educated decision. Then whatever decision they make is their choice.
Moving on to the topic of posturing, let me give a personal example. I just ran into a friend randomly.  This friend was approached about several years ago by someone in my organization.  His first question was, “are you still doing that MLM thing??”  I said yes.  It isn’t a job.  It is my lifestyle.  This guys name is John.  John said, “really?” I could never do that kind of thing.  I quickly told him it isn’t for everyone.  Only the willing.   I know how to teach you and anyone for that matter to do Network Marketing as a business.  I also can teach you a way to do it where you won’t lose any friends or family.  Most companies don’t know how to do that.  By the end of the 3 min conversation John said to me that he was leaving to go do sales for the summer but that when he got back he wants to explore doing Network Marketing as his future because residual income is what he has been looking for.
Now I don’t know if he will really sign up.  The point is this.  All of you have the tools to do this business and can say what I said in your own words.  You don’t have to have had massive success to say what I said.  I walked and talked just like I do now after a few days in the business.  Of course you learn more as you go but I kept it simple, passionate and confident.  If you don’t have confidence in yourself then don’t make yourself the issue.  Find something that you do have confidence in like the company and the leadership.  The next important part of that story is this…..  You can’t take away something you haven’t given them. I hear this all the time.  I just took the business away from them because they didn’t seem interested.  Of course there comes a point where that is the best strategy but all too often we take something away from prospects that don’t even know what it is we have to offer.  So posturing isn’t acting so cool that you act like you don’t care about them.  It is a balance.  Have your prospect get on a launch call (which is an introduction to the business), go to a meeting or get on a 3 way call.  Be careful to not sift too early and make sure that as you sift through prospects that YOU GET REFERRALS. In the story about John I was short in conversation, confident, let him know he could do this business.  I let him know I would love to work with him but I didn’t sound desperate.  I didn’t come off as arrogant like I make so much money that he didn’t matter.  What I did is I postured with an attitude that Network Marketing works and it will work for him if he is willing!
The next piece of advice that I have is this…
Call all your friends that said NO. Ask how they are doing without mentioning Network Marketing. When someone says no to you give them a follow up call just to be a real person and let them know there are no hard feelings by your actions.  People don’t care how much you know until they know how much you care.  BUILD THE RELATIONSHIP WITH PEOPLE is not an easy topic.  Some interpret that as, I have to talk with my prospects X amount times before I can mention my business.  Others don’t care and go the other extreme only interested in taking one’s money and their intentions are clear which will turn the prospect off.
Like I said, the balance on this topic isn’t an easy thing to do.  There is no set way.  There is no systematic way with people.  Every person is different and every relationship is different.
Always clearly state your intentions
That isn’t easy.  From your standpoint you want to make money off this individual but you also want to help them make money.  Neither is wrong and both are important.  I always let my prospect know why this is the best business plan on the planet.  In this business we make more money if our prospects make more money so we are incentivized to work as teams. The greatest part is your organization has the opportunity to make more money then you do!!!  If that doesn’t make sense to you then please talk to one of your leaders.  It is called geometric growth.  Each distributor who comes in has the opportunity to make more money then the person who sponsored them and in fact they have the opportunity to make more money then every single person in their upline.
The next bit of advice is FACEBOOK.  As always, don’t take just take my advice.  Each leadership team will have a little different perspective.  Whatever they tell you is RIGHT.
Facebook
I have never heard anyone who has had massive success from postings on Facebook.  Status updates like, do you want easy money, call me if you want to make money and business is so good are so cliche and overused they make people want to run the other way. They don’t help you sponsor the leaders; which is who we are all looking for. If you know of someone that has had success through postings on Facebook it is a lucky exception and WILL not duplicate properly.   Remember what works in our business is what duplicates.  Sure many of the leaders in your company may post stuff about their business but they are plugging their whole organization into the most recent news.  Most of their friends on Facebook are probably from their business.  They also have formed credibility so what they say doesn’t sound as cliche.
Just imagine a scenario with me.  The common person gets on Facebook.  Every week they see their friend post something new about your business.  The more they see the more MOST of them will think, “wow I don’t want to be that annoying person.  I could never do that.”
For some of you it isn’t bad to post something every once in a while but constant bombarding will not attract leaders nor will it attract those who aren’t in our industry.  I separate my contacts on Facebook.  I scroll over each new friend and if I want them receiving my Network Marketing updates then I  list them as business.  If they are just friends then I don’t need to change anything.  This way when I post something that is strictly for my business contacts I am able post solely for them.  If you aren’t sure how to do that just google it and you will learn quickly.  Using this technique I am able to be much more efficient and can properly utilize social media.  
Facebook does have great value.  Use it to build relationships.  Use it to promote lifestyle but don’t use it to spam your friends (your non network marketing friends).  They already think you are crazy!  🙂
Many of you will disagree with me and that’s ok.  Do whatever your leadership team tells you to do.
“Wherever you are be there.” Let me preface this; when hanging out with friends if they ask me about work, “I say this is the funnest  that I have ever done.  It is work just like everything but I love it.  Then say I really don’t talk a lot about work when I am with friends or family.” I change the subject and ask how they are doing. Now understand this is more of a group setting in a bigger function with friends or family.  Also understand that I will call them later to talk about my business. Yes there are circumstances where you probably have someone that is really interested.  In that circumstance keep it short and confident.  If they seem interested then talk about the business but don’t throw up on them. Don’t be DESPERATE!
A couple last little bits of advice
Put all Birthday’s in your phone and text Happy Birthday.  Not just your contacts from your business but all contacts.  If you are on your Facebook account it will say when your friends birthday is.  If you don’t have their birthday in your calendar you should text people asking them when their birthday is because you are updating your calendar and contact information.  Just a simple Happy Birthday goes a long way.  People love to have other people actually care about them.  You will find it becomes fun to see the responses you get back and is great to just stay on contact with people.  Yes that’s even if they never do the business!
Send out a minimum of 3 emails every week to reconnect with friends.  I would send out more and I would do it on red time (meaning do it when it is a non prospecting time like late night or early morning).
Be social. Truly love people and talk to people everywhere.  Do it for the right reasons.  Even if someone isn’t interested in the business I have learned to always love talking and conversing with people.
I learned a valuable lesson from my mentor Lon Wardrop.  I remember coming home from Lake Powell with him in September of 2009.  We got a flat tire on the way home.  There was a gentlemen who was 80 years old who pulled in to see if we needed help.  Lon spoke with this individual for 25 minutes.  Lon never asked this man for his phone number.  He didn’t have any intentions with the business.  Lon just loves talking with people.
I don’t want anyone to take this article and misinterpret it. I was speaking to you directly on the way we handle and approach with those we know. That doesn’t mean you shouldn’t be making contacts with people you don’t know that you come in contact with. We should always be listening and engaging in conversation with those we meet in random places whether that’s at a restaurant, getting your oil changed or wherever that may be.  We are in the business of becoming professional friend makers.
We should ALWAYS be taking massive action.
Don’t think you need to know everything I just taught you.  Don’t be overwhelmed. Your Network Marketing company is a lifestyle.  Walt Disney says, “the best way to get started is to start doing.”  Don’t be afraid to make mistakes.  My point is that you can be a real person and make this business happen.  In fact MOST of the leaders are all Real People and not crazy MLMers.  This business is about leadership.  My goal is to empower you to become better leaders.  Stephen Covey says, “that leadership is communicating someones worth and potential so clearly that they see it in themselves.”  It doesn’t matter where you are at in your Network Marketing business.  What matters is where you are going!  Start seeing yourself for what and who you can be because all of us can be more.  We are here on this earth to be great.  So let’s go make it happen!