Contents

Table of Contents Chapter 08 Preface – 9 A Personal Message – 11 From Survival to Significance – 13 Chapter 01 Character Development – 33 Chapter 02 Network Marketing – 47 Chapter 03 The People Business – 77 Chapter 04 Skill Sets – 105 Chapter 05 Everlasting Success Principles – 143 Chapter 06 Inner Game – 165

Milestones – 223 Chapter 09 The Butterfly Effect – 257 Chapter 10 Pitfalls and Traps to Avoid – 275 Chapter 11 Early Retirement Solution – 289 Chapter 12 Regulatory Scrutiny & Legal Action – 301 Chapter 13 Back to the Future – 325 Chapter 14 Action Plan – 341 Acknowledgements – 357 Resources – 358 Epilogue – 366

Chapter 07 Leadership – 207

My First 50 Years in Network Marketing

Author – 367

Contents

Table of Contents Chapter 08 Preface – 9 A Personal Message – 11 From Survival to Significance – 13 Chapter 01 Character Development – 33 Chapter 02 Network Marketing – 47 Chapter 03 The People Business – 77 Chapter 04 Skill Sets – 105 Chapter 05 Everlasting Success Principles – 143 Chapter 06 Inner Game – 165

Milestones – 223 Chapter 09 The Butterfly Effect – 257 Chapter 10 Pitfalls and Traps to Avoid – 275 Chapter 11 Early Retirement Solution – 289 Chapter 12 Regulatory Scrutiny & Legal Action – 301 Chapter 13 Back to the Future – 325 Chapter 14 Action Plan – 341 Acknowledgements – 357 Resources – 358 Epilogue – 366

Chapter 07 Leadership – 207

My First 50 Years in Network Marketing

Author – 367

Financial success isn’t the great siren call we have in life. Compared to significance, success fades — fast. Financial success has limits.

Chasing success frequently hides an unconscious quest for significance.

■

Success stops the day that you do. The day that you die. When you take your last breath, everything you own -- all of your wealth and possessions -- pass to someone else. Not one has ever put a luggage rack on a hearse.

■

Achievements are not adequate. Financial success never satisfies the desires of a person’s heart and soul. Regardless of the level of success reached, people are left wanting more.

Significance, on the other hand, always has advantages. ■

Significance is permanent. It lasts forever. Significance will even outlive you. After you are gone, significance will still be linked to you. Nothing will ever take that away.

■

While significance continues it keeps on giving. Whoever impacts the life of another, influences another. The chain never stops.

■

Significance satisfies. While the hunger for success is never satisfied, significance satisfies our spiritual appetites. We can put our heads on our pillow confident in knowing we lived a valuable, fulfilling day.

I accumulated the trappings of success through Network Marketing, but my life lacked what I yearned for – significance. Beautiful home. Beautiful wife. Nice clothes, nice cars including a new Ferrari, rank recognition, etc. I eventually realized the need to get back to my True North.

Your True North, which is driven by your core values: the principles you utilize to lead others, is your internal compass. Yours is unique to you. It represents who you are at your innermost being. Most people, because of societal and cultural conditioning, are out of sync with their True North. The more out of touch with True North, the more internal energy balance is well, unbalanced. Unfortunately

14 My First 50 Years in Network Marketing

Proud owner of a brand new 1972 Ferrari Dino 246 GT Melbourne, Austraila

due to our cultural conditioning most of us are not aligned with our True North and natural energy balance.

Success and status permeate our cultural conditioning and percolates throughout Network Marketing. There is a dichotomy in the language used when talking about success and significance. People chase or achieve success. They seek significance or make a significant contribution. Success and significance get confused in our minds. Chasing success frequently hides an unconscious quest for significance. People believe, mistakenly, that success brings validation and validation brings status. The erroneous belief is a poor cousin for the genuine feeling of knowing significance. Stories of successful, but unhappy, people are common. Searching for significance through success is a bear trap which won’t release its bite without a fight. When a high need for external validation is present, that person is more apt to sacrifice personal values, morals and integrity to keep the status quo. They end up being valued for entirely the wrong things.

From Survival to Significance

15

Financial success isn’t the great siren call we have in life. Compared to significance, success fades — fast. Financial success has limits.

Chasing success frequently hides an unconscious quest for significance.

■

Success stops the day that you do. The day that you die. When you take your last breath, everything you own -- all of your wealth and possessions -- pass to someone else. Not one has ever put a luggage rack on a hearse.

■

Achievements are not adequate. Financial success never satisfies the desires of a person’s heart and soul. Regardless of the level of success reached, people are left wanting more.

Significance, on the other hand, always has advantages. ■

Significance is permanent. It lasts forever. Significance will even outlive you. After you are gone, significance will still be linked to you. Nothing will ever take that away.

■

While significance continues it keeps on giving. Whoever impacts the life of another, influences another. The chain never stops.

■

Significance satisfies. While the hunger for success is never satisfied, significance satisfies our spiritual appetites. We can put our heads on our pillow confident in knowing we lived a valuable, fulfilling day.

I accumulated the trappings of success through Network Marketing, but my life lacked what I yearned for – significance. Beautiful home. Beautiful wife. Nice clothes, nice cars including a new Ferrari, rank recognition, etc. I eventually realized the need to get back to my True North.

Your True North, which is driven by your core values: the principles you utilize to lead others, is your internal compass. Yours is unique to you. It represents who you are at your innermost being. Most people, because of societal and cultural conditioning, are out of sync with their True North. The more out of touch with True North, the more internal energy balance is well, unbalanced. Unfortunately

14 My First 50 Years in Network Marketing

Proud owner of a brand new 1972 Ferrari Dino 246 GT Melbourne, Austraila

due to our cultural conditioning most of us are not aligned with our True North and natural energy balance.

Success and status permeate our cultural conditioning and percolates throughout Network Marketing. There is a dichotomy in the language used when talking about success and significance. People chase or achieve success. They seek significance or make a significant contribution. Success and significance get confused in our minds. Chasing success frequently hides an unconscious quest for significance. People believe, mistakenly, that success brings validation and validation brings status. The erroneous belief is a poor cousin for the genuine feeling of knowing significance. Stories of successful, but unhappy, people are common. Searching for significance through success is a bear trap which won’t release its bite without a fight. When a high need for external validation is present, that person is more apt to sacrifice personal values, morals and integrity to keep the status quo. They end up being valued for entirely the wrong things.

From Survival to Significance

15

Chapter 01

Chapter

01

Character Development

Character Development 33 35. Life on the Farm 42. Education 42. Faith 43. Work For Profits

Character Development 32 My First 50 Years in Network Marketing

45. Summary

From Survival to Significance

33

Chapter 01

Chapter

01

Character Development

Character Development 33 35. Life on the Farm 42. Education 42. Faith 43. Work For Profits

Character Development 32 My First 50 Years in Network Marketing

45. Summary

From Survival to Significance

33

01

Character Development Life on the Farm Success in life is a journey, not a competition. The book you hold chronicles my 50-year journey within the Network Marketing profession.

The lessons I learned on the farm would be the first paving stones of success for me.

My accumulated experience, insights and life lessons provide you, the reader, with a deeper understanding of how to launch your Networking Marketing enterprise and trim years of trial and error from your journey. I grew up on a dairy farm in Vancouver. When I wasn’t busy milking cows or shoveling manure, I went with my parents to cattle auctions and agriculture fairs when they came around. Life on a dairy farm isn’t easy. But there’s an ebb and flow which provides for stability regardless of the season. Even in the middle of the Canadian winter as the temperature plunges to freezing and below, the cows must be milked and fed, stalls cleaned, milking machines repaired and sanitized and the other mundane tasks such as shoveling manure each day. With a brother eleven-years-older it fell to me to tackle the more undesirable chores. Being older, he ruled the farmyard and if there was something he absolutely didn’t want to do, I inherited the task. But there was an upside. There always is.

Andrea Dykstra

With my eleven year older brother

Walter Cronkite and Route 66 taught me there were bigger things just beyond my town. I learned there was more to life than milking cows. But my father did it much of his life and he was good at it. That included growing potatoes, hay and repairing machinery. Farming made him successful. But I wanted more.

Character Development

35

01

Character Development Life on the Farm Success in life is a journey, not a competition. The book you hold chronicles my 50-year journey within the Network Marketing profession.

The lessons I learned on the farm would be the first paving stones of success for me.

My accumulated experience, insights and life lessons provide you, the reader, with a deeper understanding of how to launch your Networking Marketing enterprise and trim years of trial and error from your journey. I grew up on a dairy farm in Vancouver. When I wasn’t busy milking cows or shoveling manure, I went with my parents to cattle auctions and agriculture fairs when they came around. Life on a dairy farm isn’t easy. But there’s an ebb and flow which provides for stability regardless of the season. Even in the middle of the Canadian winter as the temperature plunges to freezing and below, the cows must be milked and fed, stalls cleaned, milking machines repaired and sanitized and the other mundane tasks such as shoveling manure each day. With a brother eleven-years-older it fell to me to tackle the more undesirable chores. Being older, he ruled the farmyard and if there was something he absolutely didn’t want to do, I inherited the task. But there was an upside. There always is.

Andrea Dykstra

With my eleven year older brother

Walter Cronkite and Route 66 taught me there were bigger things just beyond my town. I learned there was more to life than milking cows. But my father did it much of his life and he was good at it. That included growing potatoes, hay and repairing machinery. Farming made him successful. But I wanted more.

Character Development

35

Network Marketing 46 My First 50 Years in Network Marketing

Chapter

02

Chapter 02

Network Marketing Network Marketing 47

49. Overview 54. What it is NOT 58. The Business Model 62. How to Evaluate a Network Marketing Opportunity 74. Summary

Network Marketing

47

Network Marketing 46 My First 50 Years in Network Marketing

Chapter

02

Chapter 02

Network Marketing Network Marketing 47

49. Overview 54. What it is NOT 58. The Business Model 62. How to Evaluate a Network Marketing Opportunity 74. Summary

Network Marketing

47

02

Network Marketing Overview This is a business model whose time has finally come. The world is chaotic in economic turbulence, while disruptive technology is displacing workers and the 40-hour-week people are scrambling to find alternative ways to take care of their families.

The richest people in the world look for and build networks. Everyone else is looking for a job. Robert Kyosaki, Author Rich Dad Poor Dad

Record numbers of people are turning to self-employment and Network Marketing is the finest example of the free enterprise system. Today, millions around the world are building home-based businesses in the unseen profession called Network Marketing. You do not see them, but they are everywhere. There may be some in your own neighborhood. Network Marketing is a business where an average person may invest a small sum and through tenacity reach stagger levels of financial rewards and personal freedom.

Network Marketing involves the distribution of products and services through personal relationships and the power of duplication of effort — leveraging. Traditional marketing involves a few agents who are responsible for selling large volumes of a company’s product. Network Marketing involves large numbers of representatives who, in turn, are responsible for a small number of sales. This form of direct selling allows the distributor, you, to be compensated on multiple levels instead of drawing a single paycheck. When you tell someone about your products or services and that person tells someone, you are paid for all the direct and indirect sales resulting from your initial efforts.

Network Marketing 49

02

Network Marketing Overview This is a business model whose time has finally come. The world is chaotic in economic turbulence, while disruptive technology is displacing workers and the 40-hour-week people are scrambling to find alternative ways to take care of their families.

The richest people in the world look for and build networks. Everyone else is looking for a job. Robert Kyosaki, Author Rich Dad Poor Dad

Record numbers of people are turning to self-employment and Network Marketing is the finest example of the free enterprise system. Today, millions around the world are building home-based businesses in the unseen profession called Network Marketing. You do not see them, but they are everywhere. There may be some in your own neighborhood. Network Marketing is a business where an average person may invest a small sum and through tenacity reach stagger levels of financial rewards and personal freedom.

Network Marketing involves the distribution of products and services through personal relationships and the power of duplication of effort — leveraging. Traditional marketing involves a few agents who are responsible for selling large volumes of a company’s product. Network Marketing involves large numbers of representatives who, in turn, are responsible for a small number of sales. This form of direct selling allows the distributor, you, to be compensated on multiple levels instead of drawing a single paycheck. When you tell someone about your products or services and that person tells someone, you are paid for all the direct and indirect sales resulting from your initial efforts.

Network Marketing 49

What it is NOT

It is NOT for Everyone

Network Marketing is NOT a Get Rich Quick Scheme

Anyone can learn how to become a Network Marketing distributor, but the vast majority of people you are in contact with will not be open to the business opportunity you offer.

As with any legitimate enterprise, it takes time to build a customer base and a distribution network. To be successful, you must commit to a focused consistent and continuous effort for a sustained period of time.

That is not a bad thing. Think about it. If everyone became a full time Network Marketer who would cut our hair, service our vehicles, serve us in retail and provide customer service.

Even if you work “part-time,” you need to operate your business with a “full-time” mentality.

Success can be an emotional roller coaster until the basic skills are developed and mastered.

In Chapter 04 — Skill Sets — I will share how you can attract the right prospects without alienating your friends, family and associates by vomiting all over them as you promote your new found path to riches.

It is NOT Easy The truth is when you work for yourself, you often need to work harder than before. Just ask any self-employed person. Network Marketing is a business where you do a lot of work, spend a lot of time and make very little money — at first. Later, if you build right, you do very little work, spend very little time and earn a LOT of money. Anyone with an employee mentality will find this a hard fact to accept. In their jobs, they show up, and get paid, no matter how productive they were, that day. Business owners understand and accept deferred gratification as they build their business until the day the business can afford to pay them.

The hardest part in developing the right mindset and managing expectations is learning how to deal with rejection. “Although rarely mentioned, if ever, when you join our profession you must accept a temporary loss of social esteem from ignorant people” Eric Worre, Network Marketing Pro. Success can be an emotional roller coaster until the basic skills are developed and mastered.

54 My First 50 Years in Network Marketing

It is NOT a Sales Business Network Marketing is not a sales business. Sales is transactional - a closing. When you enrol a new distributor - it is an opening. The beginning of a mutually beneficial relationship.

Build people. People will build the business.

Network Marketing is a people business. Teaching and mentoring eager participants. Teachers focus on developing skills and building confidence with their students. Sales people focus on closing a transaction and their personal commissions. If you spend all your time studying the products or service you are wasting your time. Any time you spend now getting to understand other people and how they think, will reward you many times over in the future. Your product is people. So study people. Find out how you can help them reach their dreams. Their dreams. Not your dreams.

People join people. They don’t join companies. Build people. People will build the business.

Network Marketing

55

What it is NOT

It is NOT for Everyone

Network Marketing is NOT a Get Rich Quick Scheme

Anyone can learn how to become a Network Marketing distributor, but the vast majority of people you are in contact with will not be open to the business opportunity you offer.

As with any legitimate enterprise, it takes time to build a customer base and a distribution network. To be successful, you must commit to a focused consistent and continuous effort for a sustained period of time.

That is not a bad thing. Think about it. If everyone became a full time Network Marketer who would cut our hair, service our vehicles, serve us in retail and provide customer service.

Even if you work “part-time,” you need to operate your business with a “full-time” mentality.

Success can be an emotional roller coaster until the basic skills are developed and mastered.

In Chapter 04 — Skill Sets — I will share how you can attract the right prospects without alienating your friends, family and associates by vomiting all over them as you promote your new found path to riches.

It is NOT Easy The truth is when you work for yourself, you often need to work harder than before. Just ask any self-employed person. Network Marketing is a business where you do a lot of work, spend a lot of time and make very little money — at first. Later, if you build right, you do very little work, spend very little time and earn a LOT of money. Anyone with an employee mentality will find this a hard fact to accept. In their jobs, they show up, and get paid, no matter how productive they were, that day. Business owners understand and accept deferred gratification as they build their business until the day the business can afford to pay them.

The hardest part in developing the right mindset and managing expectations is learning how to deal with rejection. “Although rarely mentioned, if ever, when you join our profession you must accept a temporary loss of social esteem from ignorant people” Eric Worre, Network Marketing Pro. Success can be an emotional roller coaster until the basic skills are developed and mastered.

54 My First 50 Years in Network Marketing

It is NOT a Sales Business Network Marketing is not a sales business. Sales is transactional - a closing. When you enrol a new distributor - it is an opening. The beginning of a mutually beneficial relationship.

Build people. People will build the business.

Network Marketing is a people business. Teaching and mentoring eager participants. Teachers focus on developing skills and building confidence with their students. Sales people focus on closing a transaction and their personal commissions. If you spend all your time studying the products or service you are wasting your time. Any time you spend now getting to understand other people and how they think, will reward you many times over in the future. Your product is people. So study people. Find out how you can help them reach their dreams. Their dreams. Not your dreams.

People join people. They don’t join companies. Build people. People will build the business.

Network Marketing

55

The People Business 76 My First 50 Years in Network Marketing

Chapter

03

Chapter 03 The The People Business People Business 77

81. Engineered for Success. Programmed for Failure. 88. Following the Followers 92. Interacting with Others 94. Team Building 98. YOU are the Answer 103. Summary

The People Business

77

The People Business 76 My First 50 Years in Network Marketing

Chapter

03

Chapter 03 The The People Business People Business 77

81. Engineered for Success. Programmed for Failure. 88. Following the Followers 92. Interacting with Others 94. Team Building 98. YOU are the Answer 103. Summary

The People Business

77

03

The People Business We are in the people business It’s been said that the best thing about Network Marketing is the people. And, the worse thing about Network Marketing IS the people.

We all learn very quickly that it is definitely not as easy as we’ve all been lead to believe.

People will set you up for one of the biggest emotional roller coaster rides in your life until you learn to discipline your disappointments and master your emotions. When you figure out how to work with a wide diversity of people’s attitudes and actions you will be in for the most personally rewarding ride of your life. Learning how to get people’s attention in today’s busy world, communicate and be heard, overcoming their fears, doubts, etc, are vital ‘people skills’.

To understand why people respond the way they do, requires that you first take a look at yourself. Put yourself in their shoes when you first learned about Network Marketing. What were your immediate thoughts? To manifest the financial independence and time freedom offered through Network Marketing you need to recruit and develop leaders who in turn recruit and develop leaders, and so on and so forth. A highly productive distributor network will produce leveraged residual income on the customers they in turn accumulate.

Fredrich Nietzsche

We all learn very quickly that it is definitely not as easy as we’ve all been lead to believe. Initially we are shocked that so very few, if any, of our close circle of contacts are actually open minded to evaluate an opportunity for a better life.

The People Business

79

03

The People Business We are in the people business It’s been said that the best thing about Network Marketing is the people. And, the worse thing about Network Marketing IS the people.

We all learn very quickly that it is definitely not as easy as we’ve all been lead to believe.

People will set you up for one of the biggest emotional roller coaster rides in your life until you learn to discipline your disappointments and master your emotions. When you figure out how to work with a wide diversity of people’s attitudes and actions you will be in for the most personally rewarding ride of your life. Learning how to get people’s attention in today’s busy world, communicate and be heard, overcoming their fears, doubts, etc, are vital ‘people skills’.

To understand why people respond the way they do, requires that you first take a look at yourself. Put yourself in their shoes when you first learned about Network Marketing. What were your immediate thoughts? To manifest the financial independence and time freedom offered through Network Marketing you need to recruit and develop leaders who in turn recruit and develop leaders, and so on and so forth. A highly productive distributor network will produce leveraged residual income on the customers they in turn accumulate.

Fredrich Nietzsche

We all learn very quickly that it is definitely not as easy as we’ve all been lead to believe. Initially we are shocked that so very few, if any, of our close circle of contacts are actually open minded to evaluate an opportunity for a better life.

The People Business

79

Understanding human behavior is a formidable task but well worth the effort.

At first I was frustrated. I found it hard to comprehend why anyone would dismiss a financial opportunity to create a better life for their families in favor of continuing to slave for wages in a dead end job barely making a living.

Going forward you’ve got to grasp, and accept reality, that 85% of the people you will speak to about your Network Marketing opportunity will not join your company. That’s the bad news. The good news is that in today’s internet ‘connected’ world the 15%, who may very well be interested, represents 1.155 billion people (2018 World population - 7.7 Billion).

I was once a wage slave operating a fork lift at Pepsi Cola and working as Chevron service station pumping gas. Once I understood that people’s negative responses, or lack of interest, was not their fault it no longer discouraged me. I will explain in the following sections within this chapter. Everyone attempting to build a Network Marketing organization will encounter the following people: ■

Those who are diehard skeptics

■

Those who are outright negative

■

Those with psychic damage from previous Network Marketing attempts

■

Those that join and then do little or nothing towards building a business

■

Those that start then quit on themselves and the opportunity

■

Those who cycle through many opportunities chasing the next shiny object

■

Those who unknowingly self-sabotage their success

My primary purpose for writing this book is to provide a deeper insight into human behavior and to better equip you with the necessary mindset to succeed in Network Marketing. Chapter 06 The Inner Game. Understanding human behavior is a formidable task but well worth the effort.

Nothing comes close to the financial independence and time freedom afforded a successful Network Marketing professional who knows how to recruit and support a distributor organization as an effective leader. Chapter 07 - Leadership. 80 My First 50 Years in Network Marketing

If others could become incredibly successful in life and in business, then why not me?

When I began, my market reach was just my city or within a day’s drive from where I was living. Now the world is yours, at your fingertips.

What is both comforting and exciting to know is that the people we are looking for are actually looking for you.

Engineered for Success. Programmed for Failure. Let me help you better understand what we are up against and why the masses react the way they do when confronted with an opportunity to redefine their future. You don’t need to become a psychologist to be successful in Network Marketing, although it certainly would help.

Figuring out why people become the people they become, why they respond in the way they do, and what confirms their success or failure in Network Marketing was fascinating to me. It inspired me and kept me on track for my own personal growth and success. I was determined from the Get-GO to redefine MY future and help others do the same. If others could become incredibly successful in life and in business, then why not me? Why not YOU? Let’s begin with you. Do you remember what happened in your life before you were 6?

The People Business

81

Understanding human behavior is a formidable task but well worth the effort.

At first I was frustrated. I found it hard to comprehend why anyone would dismiss a financial opportunity to create a better life for their families in favor of continuing to slave for wages in a dead end job barely making a living.

Going forward you’ve got to grasp, and accept reality, that 85% of the people you will speak to about your Network Marketing opportunity will not join your company. That’s the bad news. The good news is that in today’s internet ‘connected’ world the 15%, who may very well be interested, represents 1.155 billion people (2018 World population - 7.7 Billion).

I was once a wage slave operating a fork lift at Pepsi Cola and working as Chevron service station pumping gas. Once I understood that people’s negative responses, or lack of interest, was not their fault it no longer discouraged me. I will explain in the following sections within this chapter. Everyone attempting to build a Network Marketing organization will encounter the following people: ■

Those who are diehard skeptics

■

Those who are outright negative

■

Those with psychic damage from previous Network Marketing attempts

■

Those that join and then do little or nothing towards building a business

■

Those that start then quit on themselves and the opportunity

■

Those who cycle through many opportunities chasing the next shiny object

■

Those who unknowingly self-sabotage their success

My primary purpose for writing this book is to provide a deeper insight into human behavior and to better equip you with the necessary mindset to succeed in Network Marketing. Chapter 06 The Inner Game. Understanding human behavior is a formidable task but well worth the effort.

Nothing comes close to the financial independence and time freedom afforded a successful Network Marketing professional who knows how to recruit and support a distributor organization as an effective leader. Chapter 07 - Leadership. 80 My First 50 Years in Network Marketing

If others could become incredibly successful in life and in business, then why not me?

When I began, my market reach was just my city or within a day’s drive from where I was living. Now the world is yours, at your fingertips.

What is both comforting and exciting to know is that the people we are looking for are actually looking for you.

Engineered for Success. Programmed for Failure. Let me help you better understand what we are up against and why the masses react the way they do when confronted with an opportunity to redefine their future. You don’t need to become a psychologist to be successful in Network Marketing, although it certainly would help.

Figuring out why people become the people they become, why they respond in the way they do, and what confirms their success or failure in Network Marketing was fascinating to me. It inspired me and kept me on track for my own personal growth and success. I was determined from the Get-GO to redefine MY future and help others do the same. If others could become incredibly successful in life and in business, then why not me? Why not YOU? Let’s begin with you. Do you remember what happened in your life before you were 6?

The People Business

81

Skill Sets 104 My First 50 Years in Network Marketing

Chapter

04

Skill Sets

Chapter 04 Skill Sets

105

107. Become a Network Marketing Professional 108. Start with WHY 110. Mastering 7 Basic Skills 141. Summary

Skill Sets 104 My First 50 Years in Network Marketing

Chapter

04

Skill Sets

Chapter 04 Skill Sets

105

107. Become a Network Marketing Professional 108. Start with WHY 110. Mastering 7 Basic Skills 141. Summary

04

Skill Sets Become a Network Marketing Professional I learned a maxim early: “If you are going to do something, do it right and do it BIG. Or just go home.” Likewise, if you are going to start something, then make sure you finish it.

You cannot be taught Network Marketing. You learn by doing Network Marketing.

If you treat your Network Marketing business as a hobby, it will cost you money. If you treat it as a business, and become a professional, you can create a fortune. You cannot be taught Network Marketing. You learn by doing Network Marketing. It is not knowledge training you need, it is ‘behavior’ training. Behavior is only trained by doing something, sequenced over intervals of time, with group pressure, competition, and accountability.

Your posture is the number ONE decider whether or not you have success when prospecting, presenting, addressing concerns. Posture is anchored in the BELIEF that what you have and offering others regardless of external acceptance or approval.

Jim Rohn

How strongly you feel about your company, your products and Network Marketing - and more important, yourself - will have a greater impact on your success than any other single element. In nearly every instance, your feelings will be the determining factor as to whether your prospect joins your company and/or purchases your products. The power of persuasion is based 20% on what you know or say, and 80% on how strongly you feel about it. When we are emotionally convinced, we present only the most essential facts. It’s our personal conviction that sells the prospect, not the abundance of facts and explanations. The more you experience the benefits of the products and the business, the more you will want to have those benefits shared by Skill Sets 107

04

Skill Sets Become a Network Marketing Professional I learned a maxim early: “If you are going to do something, do it right and do it BIG. Or just go home.” Likewise, if you are going to start something, then make sure you finish it.

You cannot be taught Network Marketing. You learn by doing Network Marketing.

If you treat your Network Marketing business as a hobby, it will cost you money. If you treat it as a business, and become a professional, you can create a fortune. You cannot be taught Network Marketing. You learn by doing Network Marketing. It is not knowledge training you need, it is ‘behavior’ training. Behavior is only trained by doing something, sequenced over intervals of time, with group pressure, competition, and accountability.

Your posture is the number ONE decider whether or not you have success when prospecting, presenting, addressing concerns. Posture is anchored in the BELIEF that what you have and offering others regardless of external acceptance or approval.

Jim Rohn

How strongly you feel about your company, your products and Network Marketing - and more important, yourself - will have a greater impact on your success than any other single element. In nearly every instance, your feelings will be the determining factor as to whether your prospect joins your company and/or purchases your products. The power of persuasion is based 20% on what you know or say, and 80% on how strongly you feel about it. When we are emotionally convinced, we present only the most essential facts. It’s our personal conviction that sells the prospect, not the abundance of facts and explanations. The more you experience the benefits of the products and the business, the more you will want to have those benefits shared by Skill Sets 107

Network Marketing provides you an unrivalled opportunity to design your life.

other people. Assimilate your personal experiences and those of other leaders in your company into your thinking and your emotions.

or triple your current income and 2/3rds of your time free to pursue your dreams and passions? (What IF you had just won the Lottery?)

If your prospect concludes that your products have great value, and the business is the greatest opportunity ever, it will be because you’ve shared your emotions and supported them with essential facts. That is a powerful combination, one that is not easily forgotten. You will become like a magnet. You won’t have to twist anyone’s arm to purchase your products or join you as a distributor.

Since your WHY fuels the passion to achieve, doesn’t it make sense to spend time RIGHT NOW to begin determining your Purpose and Why.

Purpose Your purpose statement provides the WHY or reason for building a Network Marketing business. It includes your intention or desired results stemming from your choices and actions.

Start with WHY Before getting started in your new business it is important that you stop and think about why you are embarking upon this new venture. If you do not have a compelling reason, you won’t be around long enough to become good at how to do this business.

The WHY is 80% of this business and the HOW is only 20%. You can learn the basic steps how to do this business in less than one day. However, it will take time to professionally master them. The question is: What will keep you in the business long enough so that you can master the basics and become a Network Marketing Professional?

The number one excuse most people use for not starting a Network Marketing business is not having enough time.

While Networking Marketing is a simple business, it is not necessary an easy business. It is inevitable you will have some challenges along the way. Therefore, it IS imperative that you learn to self-manage your Attitude, strengthen and maintain your Belief, and clearly define your personal reasons for being involved in Network Marketing.

What do I value?

■

What do I treasure?

■

What is most important in my life?

■

What is my life all about?

■

What can I do in my life that is worthwhile or makes a difference?

Depending upon how big your goals may be or your ultimate purpose will determine how you should go about building your business.

Without Purpose, Time Doesn’t Matter Zat Rana argues that our most important asset isn’t time but attention:

When you know WHY ~ setbacks or disappointments are shrugged off as minor inconveniences. If you don’t know WHY you are doing this business, they loom as monumental obstacles.

108 My First 50 Years in Network Marketing

■

The number one excuse most people use for not starting a Network Marketing business is not having enough time.

Why some people fail and others succeed

Network Marketing provides you an unrivalled opportunity to design your life. For example, how would you live your life IF you had double

To assist you in clarifying your purpose answer the following questions using 1 to 5 ‘feeling’ words.

We all have 168 hours each week

The quality of the experiences in your life doesn’t depend on how many hours there are in the day, but in how the hours you have are used. […] Although time is indeed limited, with attention, it can be diluted to expand beyond what most other people get out of the same quantity.

Skill Sets 109

Network Marketing provides you an unrivalled opportunity to design your life.

other people. Assimilate your personal experiences and those of other leaders in your company into your thinking and your emotions.

or triple your current income and 2/3rds of your time free to pursue your dreams and passions? (What IF you had just won the Lottery?)

If your prospect concludes that your products have great value, and the business is the greatest opportunity ever, it will be because you’ve shared your emotions and supported them with essential facts. That is a powerful combination, one that is not easily forgotten. You will become like a magnet. You won’t have to twist anyone’s arm to purchase your products or join you as a distributor.

Since your WHY fuels the passion to achieve, doesn’t it make sense to spend time RIGHT NOW to begin determining your Purpose and Why.

Purpose Your purpose statement provides the WHY or reason for building a Network Marketing business. It includes your intention or desired results stemming from your choices and actions.

Start with WHY Before getting started in your new business it is important that you stop and think about why you are embarking upon this new venture. If you do not have a compelling reason, you won’t be around long enough to become good at how to do this business.

The WHY is 80% of this business and the HOW is only 20%. You can learn the basic steps how to do this business in less than one day. However, it will take time to professionally master them. The question is: What will keep you in the business long enough so that you can master the basics and become a Network Marketing Professional?

The number one excuse most people use for not starting a Network Marketing business is not having enough time.

While Networking Marketing is a simple business, it is not necessary an easy business. It is inevitable you will have some challenges along the way. Therefore, it IS imperative that you learn to self-manage your Attitude, strengthen and maintain your Belief, and clearly define your personal reasons for being involved in Network Marketing.

What do I value?

■

What do I treasure?

■

What is most important in my life?

■

What is my life all about?

■

What can I do in my life that is worthwhile or makes a difference?

Depending upon how big your goals may be or your ultimate purpose will determine how you should go about building your business.

Without Purpose, Time Doesn’t Matter Zat Rana argues that our most important asset isn’t time but attention:

When you know WHY ~ setbacks or disappointments are shrugged off as minor inconveniences. If you don’t know WHY you are doing this business, they loom as monumental obstacles.

108 My First 50 Years in Network Marketing

■

The number one excuse most people use for not starting a Network Marketing business is not having enough time.

Why some people fail and others succeed

Network Marketing provides you an unrivalled opportunity to design your life. For example, how would you live your life IF you had double

To assist you in clarifying your purpose answer the following questions using 1 to 5 ‘feeling’ words.

We all have 168 hours each week

The quality of the experiences in your life doesn’t depend on how many hours there are in the day, but in how the hours you have are used. […] Although time is indeed limited, with attention, it can be diluted to expand beyond what most other people get out of the same quantity.

Skill Sets 109

Everlasting Success Principles 142 My First 50 Years in Network Marketing

Chapter

05

Chapter 05 Everlasting Everlasting Success Principles Success Principles 143

145. Personal Growth 146. A Definiteness of Purpose 149. Fixed Mindset vs a Growth Mindset 151. Commitment 153. Attitude 155. Gratitude 157. Persistence 158. Consistency 164. Summary

Everlasting Success Principles 143

Everlasting Success Principles 142 My First 50 Years in Network Marketing

Chapter

05

Chapter 05 Everlasting Everlasting Success Principles Success Principles 143

145. Personal Growth 146. A Definiteness of Purpose 149. Fixed Mindset vs a Growth Mindset 151. Commitment 153. Attitude 155. Gratitude 157. Persistence 158. Consistency 164. Summary

Everlasting Success Principles 143

05

Everlasting Success Principles Personal Growth

Formal education will make you a living, self– education will make you a fortune. Jim Rohn

Your success, or lack of it, in Network Marketing is directly tied to your level of personal growth. Unless you are willing to get out of your comfort zone and develop new personal skills and attitudes, you will always have just what you’ve got now. Is that enough?

Your earnings will never outpace your personal growth. For you to earn one dollar more this year than you did last year, you must grow. Real results show up when you achieve real growth. There is no greater habit you can develop that will provide greater performance, larger commissions and strengthened leadership than maintaining an ongoing self-improvement program through related books, Mp3s, YouTube videos, seminars and ultimately -- mentorship. If you’re ready to get serious about reaching your goals, then it’s time to focus on serious personal growth. No one else can do this for you. Only you can choose the kind of growth that keeps you going through challenges and helps you get where you want to be.

W. Clement Stone

Are you willing to invest just an hour of your time each day for a lifetime of growth? If so, start your exciting journey today. Become a student of the science of human potential and achievement. See “Resources” on page 358. This is the difference that makes the difference. Your success, or lack of it, in this business will be tied directly to your level of personal growth. What you become directly influences what you get. To attract powerful people, you must be powerful. To attract committed people, Everlasting Success Principles 145

05

Everlasting Success Principles Personal Growth

Formal education will make you a living, self– education will make you a fortune. Jim Rohn

Your success, or lack of it, in Network Marketing is directly tied to your level of personal growth. Unless you are willing to get out of your comfort zone and develop new personal skills and attitudes, you will always have just what you’ve got now. Is that enough?

Your earnings will never outpace your personal growth. For you to earn one dollar more this year than you did last year, you must grow. Real results show up when you achieve real growth. There is no greater habit you can develop that will provide greater performance, larger commissions and strengthened leadership than maintaining an ongoing self-improvement program through related books, Mp3s, YouTube videos, seminars and ultimately -- mentorship. If you’re ready to get serious about reaching your goals, then it’s time to focus on serious personal growth. No one else can do this for you. Only you can choose the kind of growth that keeps you going through challenges and helps you get where you want to be.

W. Clement Stone

Are you willing to invest just an hour of your time each day for a lifetime of growth? If so, start your exciting journey today. Become a student of the science of human potential and achievement. See “Resources” on page 358. This is the difference that makes the difference. Your success, or lack of it, in this business will be tied directly to your level of personal growth. What you become directly influences what you get. To attract powerful people, you must be powerful. To attract committed people, Everlasting Success Principles 145

you must be committed. To attract leaders, you must be a leader. If you become - you can attract.

The definition of insanity is doing the same thing over and over and expecting different results. Albert Einstein

Success is a journey, not a destination. Success is a step-by-step process. You can always have more than what you now have because you can become more than who you are now.

Clearly define your plan for achievement. Write clearly and concisely EXACTLY what you want, EXACTLY when you want to achieve it, and EXACTLY what you intend to give in return. Each and every day, morning and evening, read your written statement aloud. As you read, see, feel and BELIEVE yourself already in possession of your objective.

Another way to say the same thing is, “If you keep doing what you’re doing, you’ll keep getting what you’re getting”. When you understand and apply the “keys” to self-development (personal growth) you can achieve whatever you want to achieve.

Defining your major purpose in definite terms will put you ahead of 98 percent of the population. This can be a very encouraging thought. By taking the time to establish your definite major purpose, you demonstrate to yourself, the world, and the universe that you will not settle for anything less than what you truly want.

You must first learn the psychology of success before you can truly master the specific Network Marketing skills – and use those skills to your full capability. These proven success methods and principles are available to everyone, everywhere and at a very low cost. They reside on the shelves of your local library and corner bookstore. They can be found free on Google search. Some of history’s greatest leaders, salesmen, public speakers, motivators, time managers and entrepreneurs are there waiting to guide you toward success.

A Definiteness of Purpose – Napoleon Hill Having a Definiteness of Purpose is the starting point of all achievement—it is what frames your path to success. Once you have defined your definite major purpose and a specific plan for its attainment, all of your other activities can fall into place.

11

Without a purpose and a plan, people drift aimlessly throughout life.

Napoleon Hill (1883 - 1970) Over 100 million copies sold.

Purpose provides direction for your life. Though you may never fully “accomplish” your purpose, you embark on the journey. You don’t arrive at your purpose; you live it.

Your Definite Major Purpose is the ‘why’ of your life —the reason for your existence. This becomes the context of your life. You’ve seen people who have truly defined their definite major purpose. They are the people you describe as “driven.” They are the winners who never seem to give up, even in the face of difficult odds.

146 My First 50 Years in Network Marketing

Capturing this single element will enable you to be anything you want, have anything you want, do anything you want.

Purpose A man without a definite major purpose is as helpless as a ship without a compass. Napoleon Hill, Author Think & Grow Rich

A 20-year-study was done on human behavior into the lives of 6,000 American couples. One of the discoveries was that Purpose is without question the primary ingredient for all success and accomplishment. Purpose is always looking outward. Here’s the Paradox.

A purpose that’s focused inward will never take you to the highest level of success in Network Marketing that you are capable of reaching. It just can’t! Our Creator designed us to enjoy the greatest life meaning by serving others! The more we serve and fill the needs of others, the more meaning we enjoy! Yes! A paradox – a seeming contradiction which certainly runs counter to our human, ego-focused nature. But truth it IS.

Everlasting Success Principles 147

you must be committed. To attract leaders, you must be a leader. If you become - you can attract.

The definition of insanity is doing the same thing over and over and expecting different results. Albert Einstein

Success is a journey, not a destination. Success is a step-by-step process. You can always have more than what you now have because you can become more than who you are now.

Clearly define your plan for achievement. Write clearly and concisely EXACTLY what you want, EXACTLY when you want to achieve it, and EXACTLY what you intend to give in return. Each and every day, morning and evening, read your written statement aloud. As you read, see, feel and BELIEVE yourself already in possession of your objective.

Another way to say the same thing is, “If you keep doing what you’re doing, you’ll keep getting what you’re getting”. When you understand and apply the “keys” to self-development (personal growth) you can achieve whatever you want to achieve.

Defining your major purpose in definite terms will put you ahead of 98 percent of the population. This can be a very encouraging thought. By taking the time to establish your definite major purpose, you demonstrate to yourself, the world, and the universe that you will not settle for anything less than what you truly want.

You must first learn the psychology of success before you can truly master the specific Network Marketing skills – and use those skills to your full capability. These proven success methods and principles are available to everyone, everywhere and at a very low cost. They reside on the shelves of your local library and corner bookstore. They can be found free on Google search. Some of history’s greatest leaders, salesmen, public speakers, motivators, time managers and entrepreneurs are there waiting to guide you toward success.

A Definiteness of Purpose – Napoleon Hill Having a Definiteness of Purpose is the starting point of all achievement—it is what frames your path to success. Once you have defined your definite major purpose and a specific plan for its attainment, all of your other activities can fall into place.

11

Without a purpose and a plan, people drift aimlessly throughout life.

Napoleon Hill (1883 - 1970) Over 100 million copies sold.

Purpose provides direction for your life. Though you may never fully “accomplish” your purpose, you embark on the journey. You don’t arrive at your purpose; you live it.

Your Definite Major Purpose is the ‘why’ of your life —the reason for your existence. This becomes the context of your life. You’ve seen people who have truly defined their definite major purpose. They are the people you describe as “driven.” They are the winners who never seem to give up, even in the face of difficult odds.

146 My First 50 Years in Network Marketing

Capturing this single element will enable you to be anything you want, have anything you want, do anything you want.

Purpose A man without a definite major purpose is as helpless as a ship without a compass. Napoleon Hill, Author Think & Grow Rich

A 20-year-study was done on human behavior into the lives of 6,000 American couples. One of the discoveries was that Purpose is without question the primary ingredient for all success and accomplishment. Purpose is always looking outward. Here’s the Paradox.

A purpose that’s focused inward will never take you to the highest level of success in Network Marketing that you are capable of reaching. It just can’t! Our Creator designed us to enjoy the greatest life meaning by serving others! The more we serve and fill the needs of others, the more meaning we enjoy! Yes! A paradox – a seeming contradiction which certainly runs counter to our human, ego-focused nature. But truth it IS.

Everlasting Success Principles 147

Chapter

Inner Game

06

Inner Game

Chapter 06

Inner Game

167

169. The Psychology of Success 174. The Hidden Forces That Determine Your Success 182. Turning Dreams into Reality 185. Living a Successful Balanced Life 189. Self-Esteem vs Self-Confidence 195. Wielding the Power of Habit 196. The 11 Habits You Need to Unlock Success 201. What’s your Financial Set Point? 206. Summary

Inner Game 167

Chapter

Inner Game

06

Inner Game

Chapter 06

Inner Game

167

169. The Psychology of Success 174. The Hidden Forces That Determine Your Success 182. Turning Dreams into Reality 185. Living a Successful Balanced Life 189. Self-Esteem vs Self-Confidence 195. Wielding the Power of Habit 196. The 11 Habits You Need to Unlock Success 201. What’s your Financial Set Point? 206. Summary

Inner Game 167

06

Inner Game The Inner Game In Network Marketing, the difference between a supplemental income and 7-figures is like the difference between a scratch golfer and Tiger Woods.

What I am looking for is not out there, it is in me. Helen Keller

The scratch golfer focuses on the game basics and Tiger focuses on his mental disciplines to win Championships. You can learn the basic skills, to get started in a day. But it takes leadership and personal mastery of the Inner Game to fully realize the possible lifestyle in Network Marketing.

Success begins deep inside of you and that is what I focused on from the very beginning of my journey. It produced immediate results and continues to do so five decades later.

The Psychology of Success Your ability to succeed in Network Marketing is not an issue of what you know about your company, the products or the compensation plan: rather it is much more of an issue of who you are.

Anonymous

Who you are is the sum total of your Knowledge, your Values, Ethical Standards, Self-Beliefs, Emotional and Spiritual Strengths, and other things, known and unknown. This changes the whole context of what it takes to succeed in Network Marketing.

It’s the sum of your inner values and beliefs that regulates and controls your success in Network Marketing. To the extent these are strengthened and expanded, your business will automatically grow. Until then, it will probably remain the same. Inner Game 169

06

Inner Game The Inner Game In Network Marketing, the difference between a supplemental income and 7-figures is like the difference between a scratch golfer and Tiger Woods.

What I am looking for is not out there, it is in me. Helen Keller

The scratch golfer focuses on the game basics and Tiger focuses on his mental disciplines to win Championships. You can learn the basic skills, to get started in a day. But it takes leadership and personal mastery of the Inner Game to fully realize the possible lifestyle in Network Marketing.

Success begins deep inside of you and that is what I focused on from the very beginning of my journey. It produced immediate results and continues to do so five decades later.

The Psychology of Success Your ability to succeed in Network Marketing is not an issue of what you know about your company, the products or the compensation plan: rather it is much more of an issue of who you are.

Anonymous

Who you are is the sum total of your Knowledge, your Values, Ethical Standards, Self-Beliefs, Emotional and Spiritual Strengths, and other things, known and unknown. This changes the whole context of what it takes to succeed in Network Marketing.

It’s the sum of your inner values and beliefs that regulates and controls your success in Network Marketing. To the extent these are strengthened and expanded, your business will automatically grow. Until then, it will probably remain the same. Inner Game 169

We often hear the cliché Network Marketing pays you what you are worth ~ rather than what your job is worth! How true that is!

expected to achieve. I listened to them every evening before going to sleep and again when I woke up. I created affirmations and repeated them habitually.

Simply stated, another way ~ Your Net Worth will never exceed your Self-Worth. So you need to expand your Self-Worth in order to expand your INCOME and Net Worth.

What lies behind you and what lies in front of you, pales in comparison to what lies inside of you! Ralph Waldo Emerson

I saturated my subconscious daily with repetitive positive input and avoided all associations with negative people and news media. Bear in mind, at that time... I was operating totally on FAITH. I didn’t know for sure that what I was doing would work for me. The science of neuroplasticity didn’t exist in mid-1960 as we know it today. I didn’t know what I didn’t know about how to program your brain.

I am sure that you know someone who excels in whatever they do. They seem to possess some extraordinary power. They chalk up success after success — even in the face of overwhelming obstacles. Such individuals possess no magical, supernatural powers. They simply learned how to master their Inner Game — and TAP into the latent abilities we all possess. In short, the “rare” individuals who excel are those who recognize their human potential —and use it to the fullest possible degree. I have earned the right to share the Inner Game with you.

I have been in Network Marketing for more than 5 decades. I got started in this industry, just like you. I sat in an audience, as a prospect just like you when you first got started. I have experienced most of the inescapable ‘ups and downs’, the disappointments and excitement associated with this industry.... Just like you.

I am not attempting to impress you with my achievements... but to impress upon you what is possible for you IF you learn to override the subconscious mind that controls your success in life and in Network Marketing. What I teach WORKS! In the beginning... I read, studied, and integrated empowering success principles, into my personal and business life. I devoured every credible resource available in the mid 1960’s on the ‘psychology’ of success. I meditated. I developed ‘vision boards’ for my goals. I produced audio cassettes using baroque music to program my mind with the results I 170 My First 50 Years in Network Marketing

Fast forward. All that internal work I started 5 decades ago paid off immensely and continues to pay dividends.

You will become as small as your controlling desire; as great as your dominant aspiration. James Allen

Today - Using the latest technologies and evidence-based training techniques, you can release years of old programming, limiting beliefs and habits that keep you stuck achieving the same results over and over again. Typically, most all company training acquired in Network Marketing is focused on the skills required to build a successful distributor business. There are a great number of well written books that outline the process. That is not my focus here. Unfortunately, skills and competence alone will not sufficiently empower you to be ALL THAT YOU CAN BE and achieve all of your life’s dreams. In order establish yourself as a true leader in your company and to maximize the income potential of the compensation plan... it is vital you MASTER the INNER GAME of Network Marketing. I can teach you the basic skills of how to effectively recruit, sponsor and train a productive distributor organization in a single day.... However that is only 20% of what it takes to generate $25,000; $50,000 $100,000 per month and more in Network Marketing!

Inner Game 171

We often hear the cliché Network Marketing pays you what you are worth ~ rather than what your job is worth! How true that is!

expected to achieve. I listened to them every evening before going to sleep and again when I woke up. I created affirmations and repeated them habitually.

Simply stated, another way ~ Your Net Worth will never exceed your Self-Worth. So you need to expand your Self-Worth in order to expand your INCOME and Net Worth.

What lies behind you and what lies in front of you, pales in comparison to what lies inside of you! Ralph Waldo Emerson

I saturated my subconscious daily with repetitive positive input and avoided all associations with negative people and news media. Bear in mind, at that time... I was operating totally on FAITH. I didn’t know for sure that what I was doing would work for me. The science of neuroplasticity didn’t exist in mid-1960 as we know it today. I didn’t know what I didn’t know about how to program your brain.

I am sure that you know someone who excels in whatever they do. They seem to possess some extraordinary power. They chalk up success after success — even in the face of overwhelming obstacles. Such individuals possess no magical, supernatural powers. They simply learned how to master their Inner Game — and TAP into the latent abilities we all possess. In short, the “rare” individuals who excel are those who recognize their human potential —and use it to the fullest possible degree. I have earned the right to share the Inner Game with you.

I have been in Network Marketing for more than 5 decades. I got started in this industry, just like you. I sat in an audience, as a prospect just like you when you first got started. I have experienced most of the inescapable ‘ups and downs’, the disappointments and excitement associated with this industry.... Just like you.

I am not attempting to impress you with my achievements... but to impress upon you what is possible for you IF you learn to override the subconscious mind that controls your success in life and in Network Marketing. What I teach WORKS! In the beginning... I read, studied, and integrated empowering success principles, into my personal and business life. I devoured every credible resource available in the mid 1960’s on the ‘psychology’ of success. I meditated. I developed ‘vision boards’ for my goals. I produced audio cassettes using baroque music to program my mind with the results I 170 My First 50 Years in Network Marketing

Fast forward. All that internal work I started 5 decades ago paid off immensely and continues to pay dividends.

You will become as small as your controlling desire; as great as your dominant aspiration. James Allen

Today - Using the latest technologies and evidence-based training techniques, you can release years of old programming, limiting beliefs and habits that keep you stuck achieving the same results over and over again. Typically, most all company training acquired in Network Marketing is focused on the skills required to build a successful distributor business. There are a great number of well written books that outline the process. That is not my focus here. Unfortunately, skills and competence alone will not sufficiently empower you to be ALL THAT YOU CAN BE and achieve all of your life’s dreams. In order establish yourself as a true leader in your company and to maximize the income potential of the compensation plan... it is vital you MASTER the INNER GAME of Network Marketing. I can teach you the basic skills of how to effectively recruit, sponsor and train a productive distributor organization in a single day.... However that is only 20% of what it takes to generate $25,000; $50,000 $100,000 per month and more in Network Marketing!

Inner Game 171

Chapter

07

Chapter 07 Leadership

Leadership

209

211. Leadership 212. You Attract Who YOU Are 214. The Law of Explosive Growth 214. Find Your Leaders - Empower Them! 216. Setting Expectations 219. Become a Belief Magnet 220. 17 Steps to Becoming an Effective Leader

Leadership 223. Summary

Leadership 209

Chapter

07

Chapter 07 Leadership

Leadership

209

211. Leadership 212. You Attract Who YOU Are 214. The Law of Explosive Growth 214. Find Your Leaders - Empower Them! 216. Setting Expectations 219. Become a Belief Magnet 220. 17 Steps to Becoming an Effective Leader

Leadership 223. Summary

Leadership 209

07

Leadership Leadership The subject of leadership has spawned a booming multi-million dollar publishing industry with a countless number of authors all fighting for shelf space in retail bookstores.

If serving is below you, Leadership is beyond you. Anonymous

Whether it be ‘The Leadership Challenge’ written by Kouzes/Posner in its Third Edition, John Addison’s ‘Real Leadership’ or best-selling author John Maxwell’s 70+ books, they all underscore the vital importance of leadership. Maxwell addresses corporations as keynote speaker on the subject of Leadership 150-200 times per year. One established fact is that there is a vacuum at the top of corporate pyramids, government, sports, etc. for people to lead with integrity, purpose and vision.

And there is no place where leadership is more relevant than in the Network Marketing profession. Distributor organizations grow and expand, as do entire companies, based on the quality of leadership driving the enterprise. If you are new to Network Marketing you might ask “why all the fuss about being a leader when all I want to do is use and sell my company’s products?” Or thinking, “I don’t want to be in front of the room.” It gets back to your WHY. What is it you want to achieve from the time and energy you are willing to commit to succeed as a Network Marketer with your chosen company? Only through leveraging your time and effort through others can you maximize the income potential and time freedom available in Network Marketing. That takes leadership. Leadership 211

07

Leadership Leadership The subject of leadership has spawned a booming multi-million dollar publishing industry with a countless number of authors all fighting for shelf space in retail bookstores.

If serving is below you, Leadership is beyond you. Anonymous

Whether it be ‘The Leadership Challenge’ written by Kouzes/Posner in its Third Edition, John Addison’s ‘Real Leadership’ or best-selling author John Maxwell’s 70+ books, they all underscore the vital importance of leadership. Maxwell addresses corporations as keynote speaker on the subject of Leadership 150-200 times per year. One established fact is that there is a vacuum at the top of corporate pyramids, government, sports, etc. for people to lead with integrity, purpose and vision.

And there is no place where leadership is more relevant than in the Network Marketing profession. Distributor organizations grow and expand, as do entire companies, based on the quality of leadership driving the enterprise. If you are new to Network Marketing you might ask “why all the fuss about being a leader when all I want to do is use and sell my company’s products?” Or thinking, “I don’t want to be in front of the room.” It gets back to your WHY. What is it you want to achieve from the time and energy you are willing to commit to succeed as a Network Marketer with your chosen company? Only through leveraging your time and effort through others can you maximize the income potential and time freedom available in Network Marketing. That takes leadership. Leadership 211

Your VIBE attracts your tribe. Harvey Conner

Whether you demonstrate leadership in other businesses or in a previous Network Marketing company - you must GO through the growth process to establish yourself as a leader within your current company.

No one sees you as a leader until you become one.

You attract who YOU are This is a powerful truth that applies to your life and business in so many ways. The size and the success of your distributor organization will match the quality of leadership you exhibit. If you are serious about attracting quality, highly focused, committed and inspired people to expand your distributor organization, the key is become that person yourself.

Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others. Jack Welch

Set the standard of excellence in your organization by committing to sponsor more new distributors and personally register more new customers each month.

Remember, as a leader, everything stops when you stop. John Maxwell

Always remember — the speed of the leader determines the speed of the group.

I attribute my success in each of the companies from establishing myself as leader quickly. I took responsibility of my business from the get-GO! I was emotionally all IN and all OUT in my recruiting efforts. According to NY Times Best-Selling Author on Leadership, Warren Bennis states “The most dangerous leadership myth is that leaders are born - that there is a genetic factor to leadership. This myth asserts that people simply either have certain charismatic qualities or not. That’s nonsense; in fact, the opposite is true.”

It is important to commit to constant and never-ending improvement, while refining your leadership skills. All great leaders keep working on themselves until they become highly effective and the results permeate throughout the organization.

NBA Basketball legend Larry Bird, has stated that “Leadership is getting players to believe in you. If you tell a teammate, you’re ready to play as tough as you’re able to, you’d better go out there and do it. Players will see right through a phony. And they can tell when you’re not giving it all you’ve got.”

You can learn to lead by first becoming a good follower. Bury your ego and learn from those who are setting the pace in your company!

The Leader’s Role

Emulate the leadership demonstrated by other highly successful distributors. Becoming a strong leader is a vital skill of a Network Marketer. You can’t excuse yourself by saying that you’ll wait to have an organization started then become a leader.

Demonstrating your leadership starts with your prospecting activity from the very beginning. If your intention is to build a large organization, then you have step up. People follow leaders. You have to show your prospects that you are a leader.

212 My First 50 Years in Network Marketing

True leaders are mentors with a servant’s heart. The entire purpose of leadership is in developing more leaders, not more followers. Network Marketing is a teaching and mentoring business. Work with your those who are coachable to strengthen their beliefs that they have what it takes to realize their dreams through your Network Marketing opportunity. That means working on raising both their self-esteem and skill levels. Take the time to explain what usually works well in a given situation and what does not. Your people may not respond to group treatment, but they can be motivated to greater effort through individual attention and coaching. Leadership 213

Your VIBE attracts your tribe. Harvey Conner

Whether you demonstrate leadership in other businesses or in a previous Network Marketing company - you must GO through the growth process to establish yourself as a leader within your current company.

No one sees you as a leader until you become one.

You attract who YOU are This is a powerful truth that applies to your life and business in so many ways. The size and the success of your distributor organization will match the quality of leadership you exhibit. If you are serious about attracting quality, highly focused, committed and inspired people to expand your distributor organization, the key is become that person yourself.

Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others. Jack Welch

Set the standard of excellence in your organization by committing to sponsor more new distributors and personally register more new customers each month.

Remember, as a leader, everything stops when you stop. John Maxwell

Always remember — the speed of the leader determines the speed of the group.

I attribute my success in each of the companies from establishing myself as leader quickly. I took responsibility of my business from the get-GO! I was emotionally all IN and all OUT in my recruiting efforts. According to NY Times Best-Selling Author on Leadership, Warren Bennis states “The most dangerous leadership myth is that leaders are born - that there is a genetic factor to leadership. This myth asserts that people simply either have certain charismatic qualities or not. That’s nonsense; in fact, the opposite is true.”

It is important to commit to constant and never-ending improvement, while refining your leadership skills. All great leaders keep working on themselves until they become highly effective and the results permeate throughout the organization.

NBA Basketball legend Larry Bird, has stated that “Leadership is getting players to believe in you. If you tell a teammate, you’re ready to play as tough as you’re able to, you’d better go out there and do it. Players will see right through a phony. And they can tell when you’re not giving it all you’ve got.”

You can learn to lead by first becoming a good follower. Bury your ego and learn from those who are setting the pace in your company!

The Leader’s Role

Emulate the leadership demonstrated by other highly successful distributors. Becoming a strong leader is a vital skill of a Network Marketer. You can’t excuse yourself by saying that you’ll wait to have an organization started then become a leader.

Demonstrating your leadership starts with your prospecting activity from the very beginning. If your intention is to build a large organization, then you have step up. People follow leaders. You have to show your prospects that you are a leader.

212 My First 50 Years in Network Marketing

True leaders are mentors with a servant’s heart. The entire purpose of leadership is in developing more leaders, not more followers. Network Marketing is a teaching and mentoring business. Work with your those who are coachable to strengthen their beliefs that they have what it takes to realize their dreams through your Network Marketing opportunity. That means working on raising both their self-esteem and skill levels. Take the time to explain what usually works well in a given situation and what does not. Your people may not respond to group treatment, but they can be motivated to greater effort through individual attention and coaching. Leadership 213

Chapter

08

Chapter 08 Milestones

Milestones 225 227. 21 Year Old Trailblazer 228. My First Rodeo - 1967 230. Getting Started 225. Launched my 1st Company - 1971 239. Corporate Role - President - 1985 241. Consultant and Corporate Trainer - 1988 248. Vice President - 1992 248. Launched 2nd Company Mexico - 1995

Milestones 251. Launched 3rd Company Canada - 2009

254. Joined my Current Company - 2012 257. Summary

Milestones 225

Chapter

08

Chapter 08 Milestones

Milestones 225 227. 21 Year Old Trailblazer 228. My First Rodeo - 1967 230. Getting Started 225. Launched my 1st Company - 1971 239. Corporate Role - President - 1985 241. Consultant and Corporate Trainer - 1988 248. Vice President - 1992 248. Launched 2nd Company Mexico - 1995

Milestones 251. Launched 3rd Company Canada - 2009

254. Joined my Current Company - 2012 257. Summary

Milestones 225

08

Milestones 21 Year Old Trailblazer The multi-level marketing distribution/sales channel began in the late 1940’s. When I was first introduced in 1967 the US Federal Government had still not established any guidelines or regulations for multi-level marketing companies. There were no Consumer Protection laws on the books in any of the US States. It was the wild west.

Young entrepreneur chasing my dreams.

Companies in this era focused on selling ‘business opportunities’ to others who would be independent representatives and would make commissions selling the products, and for bringing in other representatives which would be their downline. The reality was that distributors solely focused on recruiting other distributors who did the same. Over the last 50 years, there have been many welcomed changes in the industry landscape. In the USA, Federal and State agencies have introduced regulations to protect the consumer. Where there have been blatant abuses the FTC and FDA has taken action, putting many companies out of business. More on this in Chapter 12. My journey has been different from the average Network Marketer’s path. Already having an entrepreneur mindset I was rearing to run hard and fast from day one to achieve my audacious financial goals and dreams. I clearly saw the concept of leveraged income and geometric growth as key to creating wealth.

Although I initially lacked people skills, I was supremely confident that the principles of faith, the golden rule, my work ethic, and everything I learned growing up on the farm would serve me well. And, it did. Bear in mind that when I was introduced to Multi-Level Marketing I didn’t like sales and was wary of the pressure tactics used in

Milestones 227

08

Milestones 21 Year Old Trailblazer The multi-level marketing distribution/sales channel began in the late 1940’s. When I was first introduced in 1967 the US Federal Government had still not established any guidelines or regulations for multi-level marketing companies. There were no Consumer Protection laws on the books in any of the US States. It was the wild west.

Young entrepreneur chasing my dreams.

Companies in this era focused on selling ‘business opportunities’ to others who would be independent representatives and would make commissions selling the products, and for bringing in other representatives which would be their downline. The reality was that distributors solely focused on recruiting other distributors who did the same. Over the last 50 years, there have been many welcomed changes in the industry landscape. In the USA, Federal and State agencies have introduced regulations to protect the consumer. Where there have been blatant abuses the FTC and FDA has taken action, putting many companies out of business. More on this in Chapter 12. My journey has been different from the average Network Marketer’s path. Already having an entrepreneur mindset I was rearing to run hard and fast from day one to achieve my audacious financial goals and dreams. I clearly saw the concept of leveraged income and geometric growth as key to creating wealth.

Although I initially lacked people skills, I was supremely confident that the principles of faith, the golden rule, my work ethic, and everything I learned growing up on the farm would serve me well. And, it did. Bear in mind that when I was introduced to Multi-Level Marketing I didn’t like sales and was wary of the pressure tactics used in

Milestones 227

door-to-door sales, car and insurance sales representatives. I didn’t enjoy being SOLD. Like most others, I like to ‘buy’.

Holiday Magic formulated and manufactured a line of unique cosmetics under the guidance of Ern Westmore, aka the Dean of Hollywood MakeUp Artists. Westmore supervised product training for the company’s retail sales force known as Holiday Girls.

I soon learned that I didn’t need to sell anyone. My posture was so strong that I was able to attract like-minded, ambitious achievers who saw what I saw in this free enterprise phenomena.

The product line bore names such as Strawberry Frappe Cleanser, Almond Facial Scrub, Lemon Face Splash, Papaya Dew Moisture Creme and Mint Ice Honey.

In this chapter you will have a window into my journey as a professional Network Marketer spanning 5 decades serving in every capacity of the business model with nine companies. Several companies, not mentioned in this chapter, were those with whom I was retained as an Independent Consultant. I worked directly with Management to develop marketing presentations, distributor training and incentive programs. These projects usually lasted from 90 days to 10 months. I did not recruit any distributors.

William Penn Patrick My First Mentor

William Penn Patrick was my very first mentor.

Penn Patrick was acknowledged by Napoleon Hill as one of only five entrepreneurs who he felt was the true embodiment of his ’32 Principles of Success.’

Each of the companies discussed in this chapter have contributed to my personal growth and level of significance. The stories also underscore that having the right mindset, mixed with the proper skills and strong leadership, you can succeed building a Network Marketing business in any market. Holiday Magic was a life changer for me. There I first experienced massive personal growth. Legendary mentors schooled me in quality leadership. Together, they launched my 50-year career.

Holiday Magic Life Changing Message - ‘Happiness and Succes Through Principle.’

Napoleon Hill Declaration

William Penn Patrick placed a huge emphasis on self-development. He started Leadership Dynamics which utilized some of the most powerful, and controversial, training methods at that time.

1967 - My First Rodeo

228 My First 50 Years in Network Marketing

Napoleon Hill featured Penn Patrick in an entire chapter in his book Succeed and Grow Rich Through Persuasion published in 1970. Years later, after the legal challenges Holiday Magic faced and bad publicity the Napoleon Hill Foundation subsequently removed Penn Patrick’s story in an abridged reprint. Patrick sought the Republican nomination for governor of California in 1966. He lost to Ronald Reagan.

The FundAmerica experience was amazing at so many levels. It launched successful careers for an amazing number of our leadership team within and outside Network Marketing over the subsequent decades. Some of my dearest lasting friendships were developed working and sharing success together in FundAmerica.

Cosmetics Holiday Magic, San Raefal, California Founded October 1964 CEO/Founder - William Penn Patrick (1930 - 1973)

William Penn Patrick (Holiday Magic), Rich DeVos and Jay Van Andel (Amway), Bill Bailey (Bestline Products) Mary Kay (Mary Kay Cosmetics) were the earliest trailblazers in the (MLM) Multi-Level Marketing industry.

Featured Story. William Penn Patrick

After Holiday Magic ceased operations, many of the instructors who were with Leadership Dynamics went on their own and were soon leaders in the human potential movement that spread through California in the 1970s and, later across the country.

Milestones 229

door-to-door sales, car and insurance sales representatives. I didn’t enjoy being SOLD. Like most others, I like to ‘buy’.

Holiday Magic formulated and manufactured a line of unique cosmetics under the guidance of Ern Westmore, aka the Dean of Hollywood MakeUp Artists. Westmore supervised product training for the company’s retail sales force known as Holiday Girls.

I soon learned that I didn’t need to sell anyone. My posture was so strong that I was able to attract like-minded, ambitious achievers who saw what I saw in this free enterprise phenomena.

The product line bore names such as Strawberry Frappe Cleanser, Almond Facial Scrub, Lemon Face Splash, Papaya Dew Moisture Creme and Mint Ice Honey.

In this chapter you will have a window into my journey as a professional Network Marketer spanning 5 decades serving in every capacity of the business model with nine companies. Several companies, not mentioned in this chapter, were those with whom I was retained as an Independent Consultant. I worked directly with Management to develop marketing presentations, distributor training and incentive programs. These projects usually lasted from 90 days to 10 months. I did not recruit any distributors.

William Penn Patrick My First Mentor

William Penn Patrick was my very first mentor.

Penn Patrick was acknowledged by Napoleon Hill as one of only five entrepreneurs who he felt was the true embodiment of his ’32 Principles of Success.’

Each of the companies discussed in this chapter have contributed to my personal growth and level of significance. The stories also underscore that having the right mindset, mixed with the proper skills and strong leadership, you can succeed building a Network Marketing business in any market. Holiday Magic was a life changer for me. There I first experienced massive personal growth. Legendary mentors schooled me in quality leadership. Together, they launched my 50-year career.

Holiday Magic Life Changing Message - ‘Happiness and Succes Through Principle.’

Napoleon Hill Declaration

William Penn Patrick placed a huge emphasis on self-development. He started Leadership Dynamics which utilized some of the most powerful, and controversial, training methods at that time.

1967 - My First Rodeo

228 My First 50 Years in Network Marketing

Napoleon Hill featured Penn Patrick in an entire chapter in his book Succeed and Grow Rich Through Persuasion published in 1970. Years later, after the legal challenges Holiday Magic faced and bad publicity the Napoleon Hill Foundation subsequently removed Penn Patrick’s story in an abridged reprint. Patrick sought the Republican nomination for governor of California in 1966. He lost to Ronald Reagan.

The FundAmerica experience was amazing at so many levels. It launched successful careers for an amazing number of our leadership team within and outside Network Marketing over the subsequent decades. Some of my dearest lasting friendships were developed working and sharing success together in FundAmerica.

Cosmetics Holiday Magic, San Raefal, California Founded October 1964 CEO/Founder - William Penn Patrick (1930 - 1973)

William Penn Patrick (Holiday Magic), Rich DeVos and Jay Van Andel (Amway), Bill Bailey (Bestline Products) Mary Kay (Mary Kay Cosmetics) were the earliest trailblazers in the (MLM) Multi-Level Marketing industry.

Featured Story. William Penn Patrick

After Holiday Magic ceased operations, many of the instructors who were with Leadership Dynamics went on their own and were soon leaders in the human potential movement that spread through California in the 1970s and, later across the country.

Milestones 229

The most famous was est (Erhard Special Training) founded by Werner Erhard in 1971 which was renamed “The Forum” and is known today as Landmark Education. Erhard was a Holiday Magic distributor first trained by William Penn Patrick.

Zig Ziglar 1926 - 2012

The Strangest Secret for Holiday Magic Distributors.

Zig Ziglar, another renowned motivational speaker and trainer in the personal growth field was also a Holiday Magic Distributor.

The turning point in my life that set me on an amazing journey for 5 decades resulted from receiving Napoleon Hill’s book ‘Think and Grow Rich’ and Earl Nightingale’s ‘The Strangest Secret’, a long play vinyl record.

Earl Nightingale, the Dean of Motivation and author of the world’s best selling audio recording - The Strangest Secret - developed several Holiday Magic audio messages for distributor recruitment. These were produced on 45 rpm soft vinyl records and used as a handout.

Napoleon Hill’s statement that ‘Anything the mind of man can conceive and believe it can achieve’ immediately captured my imagination. When I read that, I believed I could become a MLM millionaire - in my first year, no less.

Glenn W. Turner, who joined Holiday Magic distributor in mid 1960’s outsold legendary Zig Ziglar. Due to disagreements with Holiday Magic he left the company to start his own company in 1967. Based in Orlando, Florida he named it “Koscot Interplanetary” which featured cosmetics made from mink oil.

Earl Nightingale 1921 - 1989 I had the privilege of meeting Earl .

Getting Started As a 21 year old I had a very small circle of contacts due to living on a dairy farm in the country and the few friends I had, were either ‘farmers for life’, blue collar workers or involved in drag racing. Certainly, being a cosmetic distributor would be the last opportunity to catch their interest. That was my biggest business challenge,

230 My First 50 Years in Network Marketing

The Strangest Secret revealed to me - ‘we become what we think about most of the time.’ I was thinking about owning the fastest race car in the country and making all the money necessary to afford my passionate interests.

I consumed Napoleon Hill, Earl Nightingale’s ‘Lead the Field’ series and every self-help book I could find. I became a passion advocate of personal growth. I worked harder on my self-development then on my business.

Turner took his marketing message to the extreme and managed to get investigated for mail fraud and operating a pyramid scam. He retained renown attorney F. Lee Bailey for his defense. Bailey ended being indicted by the US Government which he chronicled in his biography ‘The Defense Never Rests.’ The Federal Government set out to make Koscot and Turner an example and is on record as a FTC landmark case. Glenn Turner spent nearly five years in an Arizona prison.

Glenn W Turner 1934 - 2020

which I quickly overcame once I learned I could focus on sharing the business opportunity and let the women sell the cosmetics.

I committed The Strangest Secret to memory and it became my principle message for training and encouraging new distributors. Incomparable. Character development and meaningful existence.

I plugged into local company training to learn the most vital skills required to build, grow and become a leader. I learned how to recruit, train and duplicate. I became a ‘master prospector’ learning how to find prospects in the cold market. I got good at turning strangers into friends. After all, a friend is just a stranger you haven’t met.

I focused on sharing the Opportunity! It was just easier for me to talk about an income opportunity than women’s cosmetics. The positive results became a mindset on how I was to build all future organizations regardless of the product offering. My posture was rock solid, anchored in the belief that I was rescuing people from desperate lives. The statistics showed that 95% of the Milestones 231

The most famous was est (Erhard Special Training) founded by Werner Erhard in 1971 which was renamed “The Forum” and is known today as Landmark Education. Erhard was a Holiday Magic distributor first trained by William Penn Patrick.

Zig Ziglar 1926 - 2012

The Strangest Secret for Holiday Magic Distributors.

Zig Ziglar, another renowned motivational speaker and trainer in the personal growth field was also a Holiday Magic Distributor.

The turning point in my life that set me on an amazing journey for 5 decades resulted from receiving Napoleon Hill’s book ‘Think and Grow Rich’ and Earl Nightingale’s ‘The Strangest Secret’, a long play vinyl record.

Earl Nightingale, the Dean of Motivation and author of the world’s best selling audio recording - The Strangest Secret - developed several Holiday Magic audio messages for distributor recruitment. These were produced on 45 rpm soft vinyl records and used as a handout.

Napoleon Hill’s statement that ‘Anything the mind of man can conceive and believe it can achieve’ immediately captured my imagination. When I read that, I believed I could become a MLM millionaire - in my first year, no less.

Glenn W. Turner, who joined Holiday Magic distributor in mid 1960’s outsold legendary Zig Ziglar. Due to disagreements with Holiday Magic he left the company to start his own company in 1967. Based in Orlando, Florida he named it “Koscot Interplanetary” which featured cosmetics made from mink oil.

Earl Nightingale 1921 - 1989 I had the privilege of meeting Earl .

Getting Started As a 21 year old I had a very small circle of contacts due to living on a dairy farm in the country and the few friends I had, were either ‘farmers for life’, blue collar workers or involved in drag racing. Certainly, being a cosmetic distributor would be the last opportunity to catch their interest. That was my biggest business challenge,

230 My First 50 Years in Network Marketing

The Strangest Secret revealed to me - ‘we become what we think about most of the time.’ I was thinking about owning the fastest race car in the country and making all the money necessary to afford my passionate interests.

I consumed Napoleon Hill, Earl Nightingale’s ‘Lead the Field’ series and every self-help book I could find. I became a passion advocate of personal growth. I worked harder on my self-development then on my business.

Turner took his marketing message to the extreme and managed to get investigated for mail fraud and operating a pyramid scam. He retained renown attorney F. Lee Bailey for his defense. Bailey ended being indicted by the US Government which he chronicled in his biography ‘The Defense Never Rests.’ The Federal Government set out to make Koscot and Turner an example and is on record as a FTC landmark case. Glenn Turner spent nearly five years in an Arizona prison.

Glenn W Turner 1934 - 2020

which I quickly overcame once I learned I could focus on sharing the business opportunity and let the women sell the cosmetics.

I committed The Strangest Secret to memory and it became my principle message for training and encouraging new distributors. Incomparable. Character development and meaningful existence.

I plugged into local company training to learn the most vital skills required to build, grow and become a leader. I learned how to recruit, train and duplicate. I became a ‘master prospector’ learning how to find prospects in the cold market. I got good at turning strangers into friends. After all, a friend is just a stranger you haven’t met.

I focused on sharing the Opportunity! It was just easier for me to talk about an income opportunity than women’s cosmetics. The positive results became a mindset on how I was to build all future organizations regardless of the product offering. My posture was rock solid, anchored in the belief that I was rescuing people from desperate lives. The statistics showed that 95% of the Milestones 231

Chapter 09

The

Chapter

09

The

The Butterfly Effect

259 262. Pay It Forward by Empowering Others 264. Application of Everlasting Principals Empowered a Life Well-Lived 266. A Young Man Who Found Direction and Purpose 268. A Testamant to Leadership and Consistency 269. A Change in Direction Thanks to a New Perspective 270. Don’t Let Setbacks Overwhelm You, and Success Will Follow 272. A Leap of Faith Pays Off

The Butterfly Effect 259

Chapter 09

The

Chapter

09

The

The Butterfly Effect

259 262. Pay It Forward by Empowering Others 264. Application of Everlasting Principals Empowered a Life Well-Lived 266. A Young Man Who Found Direction and Purpose 268. A Testamant to Leadership and Consistency 269. A Change in Direction Thanks to a New Perspective 270. Don’t Let Setbacks Overwhelm You, and Success Will Follow 272. A Leap of Faith Pays Off

The Butterfly Effect 259

09

The Butterfly Effect A butterfly flapping it’s gossamer wings on the svelte in Africa can cause a hurricane in the Atlantic Ocean to form. That’s the theory behind the “butterfly effect.” That tiny changes in complex systems can have huge effects. In his book, ‘The Butterfly Effect: How Your Life Matters’, author Andy Andrews explains how you and your actions impact the lives of other people.

A person’s testimony is the story of their encounter with someone and the role that someone has played in their life.

Andy Andrews

As the years have flown by nothing has proven to be more rewarding than hearing from dear friends, former team members and colleagues who stayed true to their calling and in the service of others have changed countless numbers of lives. We’re talking hundreds of thousands over decades. A person’s testimony is the story of their encounter with someone and the role that someone has played in their life. The remarks in this chapter are the statements of individuals who have felt my life’s work, words and leadership have empowered them to be their best. These comments say more about the writer than myself, but they confirm, to me, they will empower still more. These are just a few of hundreds whom I had the privilege of helping give flight to their dreams through Network Marketing. They are an embodiment of the everlasting principles, mastering their Inner Game and honing their professional skills to rise to the top of their companies. Several have taken that which they learned and applied it outside Network Marketing into other entrepreneurial ventures with great success.

The Butterfly Effect 261

09

The Butterfly Effect A butterfly flapping it’s gossamer wings on the svelte in Africa can cause a hurricane in the Atlantic Ocean to form. That’s the theory behind the “butterfly effect.” That tiny changes in complex systems can have huge effects. In his book, ‘The Butterfly Effect: How Your Life Matters’, author Andy Andrews explains how you and your actions impact the lives of other people.

A person’s testimony is the story of their encounter with someone and the role that someone has played in their life.

Andy Andrews

As the years have flown by nothing has proven to be more rewarding than hearing from dear friends, former team members and colleagues who stayed true to their calling and in the service of others have changed countless numbers of lives. We’re talking hundreds of thousands over decades. A person’s testimony is the story of their encounter with someone and the role that someone has played in their life. The remarks in this chapter are the statements of individuals who have felt my life’s work, words and leadership have empowered them to be their best. These comments say more about the writer than myself, but they confirm, to me, they will empower still more. These are just a few of hundreds whom I had the privilege of helping give flight to their dreams through Network Marketing. They are an embodiment of the everlasting principles, mastering their Inner Game and honing their professional skills to rise to the top of their companies. Several have taken that which they learned and applied it outside Network Marketing into other entrepreneurial ventures with great success.

The Butterfly Effect 261

In one way, or time, we are all challenged. Family and health issues, financial loss, company failures, and the consequences of bad choices. As they say, life often gets in the way, when pursuing our dreams.

As you focus on who you are, on the possibilities of success, it will empower you. Once your life is empowered, your life will impact everyone who surrounds you. Believing you can change the world is the first step to making a significant difference. Focus on those things and activities are under your control: attitude, drive or motivation, your willingness to hustle and your commitment to keeping an empowered and laser-focused mindset. But first, how can you, as an individual, live the most empowered life possible?

Pay it Forward by Empowering Others. One of the greatest values in life is to help someone else’s. One of the greatest thrills in life is the opportunity to invest life into life. Jim Rohn

To empower someone means giving the people on your team the skills, resources, authority, opportunity and motivation to perform and then holding them accountable and responsible for outcomes of their actions. Once they feel empowered, they stand straighter, walk with purpose and exude confidence in their competence, and their ‘satisfaction meter’ hits the mark and pushes them on to greater achievements. Life and work are not uni-dimensional. We’re not robots who repeat motions and repeat tropes. When people gain control over life and are given the means to accomplish something, they find the process fosters potency which they can continue to show in their own lives. From there, they can use the power in their own lives and communities and society. They act on issues important to them. To be in Network Marketing is to be the recipient of unsolicited comments and compliments. The compliments are like a Rorschach test -- revealing more about the speaker than the listener.

262 My First 50 Years in Network Marketing

Once employed, they now embrace a financially free and healthy

Think of the person who empowered you and helped change your perspective.

lifestyle. A world opens where they feel better about themselves and they now can empower others. Think of the person who empowered you and helped change your perspective. How they influenced you and left you with a new perspective on challenges and how to conduct yourself in stressful times. They helped you realize you were put here to achieve greatness, to mindfully live out your life with purpose and live it valiantly. to live out your purpose, and to do it courageously. Ask yourself: How do I empower others? Investing time in people doesn’t always mean mammoth and magnamious displays. Empowerment can be grand actions or small steps, reflections or words which build you and others and drive you to a deeper understanding, help you soar to greater heights while living a happier, peaceful, and productive life. You say things each day which travel beyond your circle. Your actions are potent and you may never know the impact they make on others. Empowerment is a force for good and just a few words from a loved one, or even a stranger, can change the way someone thinks. Remaining open to possibilities, cooperations, education, success, and understanding is the key to living an empowered life which has great significance beyond you. Being a winner is not a one man job. Relying on the understanding and wisdom gained by those who have gone before is the key to victory in both business and personal living.

To include others in your dream while being able to empower them through their success is to show that you love deeply what you do. With this passion, there is nothing -- no roadblock, no hardship-- which will knock you from your desired objective. You don’t fall apart in the face of failure. You make the conscious and deliberate choice to use pressure to grow and evolve. Then one day you wake up and find you are at the next level. The Butterfly Effect 263

In one way, or time, we are all challenged. Family and health issues, financial loss, company failures, and the consequences of bad choices. As they say, life often gets in the way, when pursuing our dreams.

As you focus on who you are, on the possibilities of success, it will empower you. Once your life is empowered, your life will impact everyone who surrounds you. Believing you can change the world is the first step to making a significant difference. Focus on those things and activities are under your control: attitude, drive or motivation, your willingness to hustle and your commitment to keeping an empowered and laser-focused mindset. But first, how can you, as an individual, live the most empowered life possible?

Pay it Forward by Empowering Others. One of the greatest values in life is to help someone else’s. One of the greatest thrills in life is the opportunity to invest life into life. Jim Rohn

To empower someone means giving the people on your team the skills, resources, authority, opportunity and motivation to perform and then holding them accountable and responsible for outcomes of their actions. Once they feel empowered, they stand straighter, walk with purpose and exude confidence in their competence, and their ‘satisfaction meter’ hits the mark and pushes them on to greater achievements. Life and work are not uni-dimensional. We’re not robots who repeat motions and repeat tropes. When people gain control over life and are given the means to accomplish something, they find the process fosters potency which they can continue to show in their own lives. From there, they can use the power in their own lives and communities and society. They act on issues important to them. To be in Network Marketing is to be the recipient of unsolicited comments and compliments. The compliments are like a Rorschach test -- revealing more about the speaker than the listener.

262 My First 50 Years in Network Marketing

Once employed, they now embrace a financially free and healthy

Think of the person who empowered you and helped change your perspective.

lifestyle. A world opens where they feel better about themselves and they now can empower others. Think of the person who empowered you and helped change your perspective. How they influenced you and left you with a new perspective on challenges and how to conduct yourself in stressful times. They helped you realize you were put here to achieve greatness, to mindfully live out your life with purpose and live it valiantly. to live out your purpose, and to do it courageously. Ask yourself: How do I empower others? Investing time in people doesn’t always mean mammoth and magnamious displays. Empowerment can be grand actions or small steps, reflections or words which build you and others and drive you to a deeper understanding, help you soar to greater heights while living a happier, peaceful, and productive life. You say things each day which travel beyond your circle. Your actions are potent and you may never know the impact they make on others. Empowerment is a force for good and just a few words from a loved one, or even a stranger, can change the way someone thinks. Remaining open to possibilities, cooperations, education, success, and understanding is the key to living an empowered life which has great significance beyond you. Being a winner is not a one man job. Relying on the understanding and wisdom gained by those who have gone before is the key to victory in both business and personal living.

To include others in your dream while being able to empower them through their success is to show that you love deeply what you do. With this passion, there is nothing -- no roadblock, no hardship-- which will knock you from your desired objective. You don’t fall apart in the face of failure. You make the conscious and deliberate choice to use pressure to grow and evolve. Then one day you wake up and find you are at the next level. The Butterfly Effect 263

Chapter

10

Pitfalls And Traps To Avoid

Chapter 10

Pitfalls Pitfalls and Traps to Avoid And Traps To Avoid 275 277. 20 Pitfalls and Traps to Avoid 286. Summary

Pitfalls and Traps to Avoid 275

Chapter

10

Pitfalls And Traps To Avoid

Chapter 10

Pitfalls Pitfalls and Traps to Avoid And Traps To Avoid 275 277. 20 Pitfalls and Traps to Avoid 286. Summary

Pitfalls and Traps to Avoid 275

10

Pitfalls and Traps to Avoid Most distributors don’t realize, that if you find a solid company, it is impossible to fail in Network Marketing - unless you QUIT. That’s why finding the right company to build your future retirement with is a critical success factor.

Until you change your thinking, you will always recycle your experiences. Anonymous

Traditional businesses fail all the time due to lack of operating capital, lack of business skills, fierce competition, employee problems, inventory costs, office rent, etc. None of those exist as a Network Marketing distributor and you can earn while you learn.

In spite of having a proven system in which to build a business, many people unfortunately sabotage themselves diminishing any hope for achieving the financial success and time freedom Network Marketing offers. I have witnessed how this happens so many times that I felt it necessary to dedicate an entire chapter to the pitfalls and traps you must be aware of and avoid. I truly care about your personal success. Here is a list that warrants your attention if you desire to achieve your highest potential within Network Marketing. 1.

Treat it like a business, not a hobby. A hobby will cost you money. A business will make you money and you can write off all related expenses. With a hobby there are no deductions. I hear distributors complain that they are spending more than they are earning by attending regional and national corporate events several times a year. Yes, ongoing education costs money. The idea is to apply what you’re learning to achieve your financial goals. It is important to note that is far more

Pitfalls and Traps to Avoid 277

10

Pitfalls and Traps to Avoid Most distributors don’t realize, that if you find a solid company, it is impossible to fail in Network Marketing - unless you QUIT. That’s why finding the right company to build your future retirement with is a critical success factor.

Until you change your thinking, you will always recycle your experiences. Anonymous

Traditional businesses fail all the time due to lack of operating capital, lack of business skills, fierce competition, employee problems, inventory costs, office rent, etc. None of those exist as a Network Marketing distributor and you can earn while you learn.

In spite of having a proven system in which to build a business, many people unfortunately sabotage themselves diminishing any hope for achieving the financial success and time freedom Network Marketing offers. I have witnessed how this happens so many times that I felt it necessary to dedicate an entire chapter to the pitfalls and traps you must be aware of and avoid. I truly care about your personal success. Here is a list that warrants your attention if you desire to achieve your highest potential within Network Marketing. 1.

Treat it like a business, not a hobby. A hobby will cost you money. A business will make you money and you can write off all related expenses. With a hobby there are no deductions. I hear distributors complain that they are spending more than they are earning by attending regional and national corporate events several times a year. Yes, ongoing education costs money. The idea is to apply what you’re learning to achieve your financial goals. It is important to note that is far more

Pitfalls and Traps to Avoid 277

Chapter

Early Retirement Solutions

11

Chapter 11

EarlyEarly Retirement Solution Retirement Solutions 289 292. Statistics Don’t Lie 292. The Problem with a Good Job 293. The Solution: Financial Insurance 294. Options for Generating Retirement Income 296. Network Marketing vs Investment Income 298. The Critical Success Factor for Retirement 299. Summary

Early Retirement Solution 289

Chapter

Early Retirement Solutions

11

Chapter 11

EarlyEarly Retirement Solution Retirement Solutions 289 292. Statistics Don’t Lie 292. The Problem with a Good Job 293. The Solution: Financial Insurance 294. Options for Generating Retirement Income 296. Network Marketing vs Investment Income 298. The Critical Success Factor for Retirement 299. Summary

Early Retirement Solution 289

11

Early Retirement Solutions There’s one topic that causes people more anxiety, stress, arguments with loved ones than any other. It’s the cause of rocky relationships, shattered dreams, and just overall pessimism.

Before you can transform your wallet from poor to rich, you’ve got to transform your spirit from poor to rich. Robert Kiyosaki, Author Rich Dad Poor Dad,

That one topic is money. I often hear people say, “money is not the most important thing in life.” And I agree. It is true. Yet money does affect everything that is important in life. For example, people with money have access to better healthcare for themselves and their families, they can save time by outsourcing various tasks they would rather not do, and help improve the lives of others by either sharing their wealth or time.

Those individuals who say money isn’t important are repeating the subconscious programming from their childhood and the influence of those closest to them. The ‘baby boomer’ generation chased the American Dream. Find a great job with a Fortune 500 company. Work 40 hours a week for 40 years and retire with 40% of your employee income.

Bill Gates

Robert Kiyosaki,

Unfortunately, today’s reality is that was an ‘industrial age idea’ that didn’t work out too well for tens of millions of American employees. After working 90,000 hours they now find they cannot afford to retire. There are no more 50 cent coffees or $1 per gallon gasoline. The cost of living has dramatically increased over the years.

Early Retirement Solution 291

11

Early Retirement Solutions There’s one topic that causes people more anxiety, stress, arguments with loved ones than any other. It’s the cause of rocky relationships, shattered dreams, and just overall pessimism.

Before you can transform your wallet from poor to rich, you’ve got to transform your spirit from poor to rich. Robert Kiyosaki, Author Rich Dad Poor Dad,

That one topic is money. I often hear people say, “money is not the most important thing in life.” And I agree. It is true. Yet money does affect everything that is important in life. For example, people with money have access to better healthcare for themselves and their families, they can save time by outsourcing various tasks they would rather not do, and help improve the lives of others by either sharing their wealth or time.

Those individuals who say money isn’t important are repeating the subconscious programming from their childhood and the influence of those closest to them. The ‘baby boomer’ generation chased the American Dream. Find a great job with a Fortune 500 company. Work 40 hours a week for 40 years and retire with 40% of your employee income.

Bill Gates

Robert Kiyosaki,

Unfortunately, today’s reality is that was an ‘industrial age idea’ that didn’t work out too well for tens of millions of American employees. After working 90,000 hours they now find they cannot afford to retire. There are no more 50 cent coffees or $1 per gallon gasoline. The cost of living has dramatically increased over the years.

Early Retirement Solution 291

Your salary is the bribe they give you to forget your dreams. Harvey Conner

Statistics Don’t Lie

losing your job due to cuts or company setbacks.

There is retirement savings crisis in America. It has not only affected the boomer generation. According to CNN Money, March 7, 2018, about 66% of people between the ages of 21 and 32 have absolutely nothing saved for retirement, according to the National Institute on Retirement Security.

That has all changed. The rapid advancement of technology such as robotics, machine learning, Artificial Intelligence, etc. have made finding a good job with retirement benefits extremely challenging.

According to a recent Bankrate security index report… just 39% of people surveyed had enough money available or on hand to afford even a $1,000 unexpected expense.

If you’re reading this and the thought of a sudden $1,000 bill hitting your inbox scares you to your core, then you’re not alone, but there’s hope.

This will require a ‘mind shift’ from employee mentality to an entrepreneur mindset.

It starts with taking a close look at your finances, be brutally honest why you are in your current situation and take the necessary action to correct it.

The majority of the workforce won’t be able to keep their standard of living once they are retired. No matter the type of job you work or how much you earn, your dependable income stops as soon as you stop working.

You must have a passive or residual income if you wish to maintain your lifestyle. Much like having financial insurance, it will provide you with peace of mind, should you ever find yourself unable to work again due to loss of employment, accident or health issues.

Warren Buffet, reportedly stated that ‘if you don’t find a way to make money in your sleep, you will work until you die.’ This will require a ‘mind shift’ from employee mentality to an entrepreneur mindset.

The Problem with a Good Job

292 My First 50 Years in Network Marketing

The Solution: Financial Insurance

If you currently working 40+ hours per week, you first objective is to get off the financial treadmill trading your time for wages.

Whether you’re a white collar professional or a skilled laborer, the bottom line is that your income is linear. You’re trading hours for dollars. When you show up for work you get paid. Apart from limited sick day leave or annual vacations you are expected to be on the job.

A good job had always meant stability and feeling secure in it. It is financially stable enough to pay your bills and you’re not afraid of

The government taxes your earned income at a higher rate than any other type of income. This makes it nearly impossible to accumulate sufficient finances for any significant investment strategy.

Unlike health insurance, you cannot buy it - you must earn it. And the best time to drill the well is before you’re thirsty.

The Root Cause

At some point in our lives, we’ve had this idea from the industrial age instilled into us that it’s ideal to have a good steady job. That’s no longer true.

Even if you find a ‘good job’ there is no value in having it.

Warren Buffet, Billionaire investor

Let’s say you are currently making $50,000 a year. If your goal is to maintain your current lifestyle, then you will need to replace that $50,000 a year. The ideal is to have enough guaranteed income in retirement to cover fixed expenses, which ensures you won’t outlive your money. A steady income will also allow you to weather the effect of market fluctuations on any money you may have invested and supplement

Early Retirement Solution 293

Your salary is the bribe they give you to forget your dreams. Harvey Conner

Statistics Don’t Lie

losing your job due to cuts or company setbacks.

There is retirement savings crisis in America. It has not only affected the boomer generation. According to CNN Money, March 7, 2018, about 66% of people between the ages of 21 and 32 have absolutely nothing saved for retirement, according to the National Institute on Retirement Security.

That has all changed. The rapid advancement of technology such as robotics, machine learning, Artificial Intelligence, etc. have made finding a good job with retirement benefits extremely challenging.

According to a recent Bankrate security index report… just 39% of people surveyed had enough money available or on hand to afford even a $1,000 unexpected expense.

If you’re reading this and the thought of a sudden $1,000 bill hitting your inbox scares you to your core, then you’re not alone, but there’s hope.

This will require a ‘mind shift’ from employee mentality to an entrepreneur mindset.

It starts with taking a close look at your finances, be brutally honest why you are in your current situation and take the necessary action to correct it.

The majority of the workforce won’t be able to keep their standard of living once they are retired. No matter the type of job you work or how much you earn, your dependable income stops as soon as you stop working.

You must have a passive or residual income if you wish to maintain your lifestyle. Much like having financial insurance, it will provide you with peace of mind, should you ever find yourself unable to work again due to loss of employment, accident or health issues.

Warren Buffet, reportedly stated that ‘if you don’t find a way to make money in your sleep, you will work until you die.’ This will require a ‘mind shift’ from employee mentality to an entrepreneur mindset.

The Problem with a Good Job

292 My First 50 Years in Network Marketing

The Solution: Financial Insurance

If you currently working 40+ hours per week, you first objective is to get off the financial treadmill trading your time for wages.

Whether you’re a white collar professional or a skilled laborer, the bottom line is that your income is linear. You’re trading hours for dollars. When you show up for work you get paid. Apart from limited sick day leave or annual vacations you are expected to be on the job.

A good job had always meant stability and feeling secure in it. It is financially stable enough to pay your bills and you’re not afraid of

The government taxes your earned income at a higher rate than any other type of income. This makes it nearly impossible to accumulate sufficient finances for any significant investment strategy.

Unlike health insurance, you cannot buy it - you must earn it. And the best time to drill the well is before you’re thirsty.

The Root Cause

At some point in our lives, we’ve had this idea from the industrial age instilled into us that it’s ideal to have a good steady job. That’s no longer true.

Even if you find a ‘good job’ there is no value in having it.

Warren Buffet, Billionaire investor

Let’s say you are currently making $50,000 a year. If your goal is to maintain your current lifestyle, then you will need to replace that $50,000 a year. The ideal is to have enough guaranteed income in retirement to cover fixed expenses, which ensures you won’t outlive your money. A steady income will also allow you to weather the effect of market fluctuations on any money you may have invested and supplement

Early Retirement Solution 293

Regulatory Scrutiny & Legal Action

Chapter

12

Chapter 12

Regulatory Regulatory Scrutiny & Legal Action Scrutiny & Legal Action 301 305. Red Flags 306. Legitimate Network Marketing 308. Ponzi Schemes 309. Pyramid Schemes 311. Flash Cash & Crash Companies 312. Legitimate Network Marketing Companies Challenged 318. The Future is in OUR Hands 322. Summary

Regulatory Scrutiny & Legal Action 301

Regulatory Scrutiny & Legal Action

Chapter

12

Chapter 12

Regulatory Regulatory Scrutiny & Legal Action Scrutiny & Legal Action 301 305. Red Flags 306. Legitimate Network Marketing 308. Ponzi Schemes 309. Pyramid Schemes 311. Flash Cash & Crash Companies 312. Legitimate Network Marketing Companies Challenged 318. The Future is in OUR Hands 322. Summary

Regulatory Scrutiny & Legal Action 301

12

Regulatory Scrutiny & Legal Action This chapter may serve to be the most important especially if you are brand new to Network Marketing or you want to protect yourself and your company from regulatory scrutiny and potential intervention. Over time, Network Marketing has become one of the most scrutinized and litigated business models in existence.

I cannot overstate the importance of educating yourself on what to avoid when investigating Network Marketing opportunities and representing our industry as a professional. During my tenure in the industry I have witnessed several Network Marketing companies get themselves into trouble with state and federal government regulators such as the FTC, SEC and FDA as well as suffer biased negative press. In 1990 FundAmerica, for whom I was a corporate consultant and a field leader, was charged with operating a pyramid scheme and shut down by the State of Florida. See Chapter 08.

Harvey Conner

FundAmerica made news headlines and daily television coverage for weeks. A “class action” lawsuit was filed against the company and I was named as a co-conspirator although the charges were later dismissed. Also accused was the company founder and FundAmerica attorney, Jeffery Babener. So welcome to ‘the other side’ of Network Marketing. The fight continues to this day to protect this noble profession against those that want to attack and regulate it out of business. The Direct Sellers Association (DSA) has worked hard to ensure that Member companies operate within an established Code Of Ethics and meet

Regulatory Scrutiny & Legal Action 303

12

Regulatory Scrutiny & Legal Action This chapter may serve to be the most important especially if you are brand new to Network Marketing or you want to protect yourself and your company from regulatory scrutiny and potential intervention. Over time, Network Marketing has become one of the most scrutinized and litigated business models in existence.

I cannot overstate the importance of educating yourself on what to avoid when investigating Network Marketing opportunities and representing our industry as a professional. During my tenure in the industry I have witnessed several Network Marketing companies get themselves into trouble with state and federal government regulators such as the FTC, SEC and FDA as well as suffer biased negative press. In 1990 FundAmerica, for whom I was a corporate consultant and a field leader, was charged with operating a pyramid scheme and shut down by the State of Florida. See Chapter 08.

Harvey Conner

FundAmerica made news headlines and daily television coverage for weeks. A “class action” lawsuit was filed against the company and I was named as a co-conspirator although the charges were later dismissed. Also accused was the company founder and FundAmerica attorney, Jeffery Babener. So welcome to ‘the other side’ of Network Marketing. The fight continues to this day to protect this noble profession against those that want to attack and regulate it out of business. The Direct Sellers Association (DSA) has worked hard to ensure that Member companies operate within an established Code Of Ethics and meet

Regulatory Scrutiny & Legal Action 303

all local and federal regulations. The rest is up to each of us as independent business owners. In the early days ignorant government regulators had to come to understand the distinction between legitimate Network Marketing and illegal Ponzi schemes and pyramids. After some legal challenges were resolved, Network Marketing was established to be legal and legitimate companies no longer had to fear unfair persecution.

I would be remiss if I did not speak out on the principal issues that cause damage to our industry, disrupts the livelihoods of honest hard working families and shatters dreams. Unfortunately, the greatest challenge that haunts Network Marketing stems from the unrestrained marketing statements of independent distributors. Their unbridled enthusiasm leads them to make income claims, product claims and exaggerate how easy it is to succeed in our business model. It’s these kind of statements that trigger regulatory investigations against companies who are not enforcing their policies and compliance guidelines. Another huge challenge stems from the ‘ease of entry’ to launch a Network Marketing company. One can purchase ‘off the shelf’ software for a modest fee that will process all product purchases, track distributor genealogies, calculate and pay commissions. Administratively, it is ‘plug and play’ solution.

As with any enterprise promising a lucrative return on investment ‘ease of entry’ gave rise to an increasing number of ‘startup’ companies in the past two decades by those who the SEC aptly call ‘fraudsters’. Fraudsters have no intention in building a legitimate long term enterprise, only focusing on how much cash they can generate in the shortest period of time possible then run with the money leaving the participants as the sore losers. These ‘flash cash and crash’ companies typically do not have any 304 My First 50 Years in Network Marketing

significant capital invested into manufacturing, inventory, customer service, and so on, beyond the software used. This is most notable in companies whose products are either a ‘membership’, a ‘buyers club’ or ‘gifting program.’ Binary compensation plans are used because they are easily hyped to give the impression that all you need to do is sign up 2 people and everyone in the world gets automatically placed under you. Binaries are always oversold as ‘easy’. Companies using a binary compensation structure also tend to be under the highest profile scrutiny of the Federal Trade Commission and SEC, especially those marketing consumer services of questionable value. These companies do great damage to the public perception of Network Marketing as the promoters cleverly disguise their schemes as being a legitimate Network Marketing opportunity. They prey on those who have zero industry experience and others who do understand Network Marketing and are shamelessly just interested in ‘fast easy’ money.

Red Flags Although I do not profess to be a legal expert, I clearly understand the regulatory concerns and guidelines having worked closely with FundAmerica attorneys preparing the company’s defense.

I learned that if you just follow the money you will quickly discover the ‘red flags’ that separate a scheme, scam or money game from a legitimate Network Marketing opportunity. In brief, any time you hear the following, keep your money and run away quickly: ■ ■ ■

The promoter promises a high return in a short period of time; No genuine product or service is actually sold; and Low risk, guaranteed high returns, etc. Regulatory Scrutiny & Legal Action 305

all local and federal regulations. The rest is up to each of us as independent business owners. In the early days ignorant government regulators had to come to understand the distinction between legitimate Network Marketing and illegal Ponzi schemes and pyramids. After some legal challenges were resolved, Network Marketing was established to be legal and legitimate companies no longer had to fear unfair persecution.

I would be remiss if I did not speak out on the principal issues that cause damage to our industry, disrupts the livelihoods of honest hard working families and shatters dreams. Unfortunately, the greatest challenge that haunts Network Marketing stems from the unrestrained marketing statements of independent distributors. Their unbridled enthusiasm leads them to make income claims, product claims and exaggerate how easy it is to succeed in our business model. It’s these kind of statements that trigger regulatory investigations against companies who are not enforcing their policies and compliance guidelines. Another huge challenge stems from the ‘ease of entry’ to launch a Network Marketing company. One can purchase ‘off the shelf’ software for a modest fee that will process all product purchases, track distributor genealogies, calculate and pay commissions. Administratively, it is ‘plug and play’ solution.

As with any enterprise promising a lucrative return on investment ‘ease of entry’ gave rise to an increasing number of ‘startup’ companies in the past two decades by those who the SEC aptly call ‘fraudsters’. Fraudsters have no intention in building a legitimate long term enterprise, only focusing on how much cash they can generate in the shortest period of time possible then run with the money leaving the participants as the sore losers. These ‘flash cash and crash’ companies typically do not have any 304 My First 50 Years in Network Marketing

significant capital invested into manufacturing, inventory, customer service, and so on, beyond the software used. This is most notable in companies whose products are either a ‘membership’, a ‘buyers club’ or ‘gifting program.’ Binary compensation plans are used because they are easily hyped to give the impression that all you need to do is sign up 2 people and everyone in the world gets automatically placed under you. Binaries are always oversold as ‘easy’. Companies using a binary compensation structure also tend to be under the highest profile scrutiny of the Federal Trade Commission and SEC, especially those marketing consumer services of questionable value. These companies do great damage to the public perception of Network Marketing as the promoters cleverly disguise their schemes as being a legitimate Network Marketing opportunity. They prey on those who have zero industry experience and others who do understand Network Marketing and are shamelessly just interested in ‘fast easy’ money.

Red Flags Although I do not profess to be a legal expert, I clearly understand the regulatory concerns and guidelines having worked closely with FundAmerica attorneys preparing the company’s defense.

I learned that if you just follow the money you will quickly discover the ‘red flags’ that separate a scheme, scam or money game from a legitimate Network Marketing opportunity. In brief, any time you hear the following, keep your money and run away quickly: ■ ■ ■

The promoter promises a high return in a short period of time; No genuine product or service is actually sold; and Low risk, guaranteed high returns, etc. Regulatory Scrutiny & Legal Action 305

Chapter

Back To The Future

13

Back Chapter 13 To TheBack to the Future Future 325 327. Back to the Future 328. The Sharing Revolution 330. 7 MegaTrends that are Reshaping the World 333. Global Disruption 335. Social Networking 339. Summary

Back to the Future 325

Chapter

Back To The Future

13

Back Chapter 13 To TheBack to the Future Future 325 327. Back to the Future 328. The Sharing Revolution 330. 7 MegaTrends that are Reshaping the World 333. Global Disruption 335. Social Networking 339. Summary

Back to the Future 325

13

Back to the Future Back to the Future I am more excited about the future of Network Marketing today than when it found me more than 50 years ago. It seems like only yesterday that to become a multi-level marketing (Network Marketing) distributor it was necessary to purchase a significant amount of inventory to operate your home-based business. I invested $5000 in 1967 to get started. There was no eCommerce and no automated Subscription ordering to service Customers. I recall at one point, my monthly long distance phone bill was more than $1,000. Today, I call worldwide for FREE using WhatsApp, WeChat and Skype. My local cell service is a mere $100 per month for unlimited North America calls. And the cost of doing Opportunity Meetings are long gone. No travel costs to attend and time lost commuting. I am able to do international presentations online with webcam enabled Zoom meetings as if I am in your living room. If you can type you can disseminate product information and/or invite others to attend functions via text messaging.

Paul J Meyer

Your iPhone camera can record professional quality video and live stream to your team members from special events or training seminars.

Prospecting for new customers and distributors was limited to how far you were willing to drive to share information. Today with Social Media and the global reach of Facebook we can touch the lives of 2.4 billion users.

Back to the Future 327

13

Back to the Future Back to the Future I am more excited about the future of Network Marketing today than when it found me more than 50 years ago. It seems like only yesterday that to become a multi-level marketing (Network Marketing) distributor it was necessary to purchase a significant amount of inventory to operate your home-based business. I invested $5000 in 1967 to get started. There was no eCommerce and no automated Subscription ordering to service Customers. I recall at one point, my monthly long distance phone bill was more than $1,000. Today, I call worldwide for FREE using WhatsApp, WeChat and Skype. My local cell service is a mere $100 per month for unlimited North America calls. And the cost of doing Opportunity Meetings are long gone. No travel costs to attend and time lost commuting. I am able to do international presentations online with webcam enabled Zoom meetings as if I am in your living room. If you can type you can disseminate product information and/or invite others to attend functions via text messaging.

Paul J Meyer

Your iPhone camera can record professional quality video and live stream to your team members from special events or training seminars.

Prospecting for new customers and distributors was limited to how far you were willing to drive to share information. Today with Social Media and the global reach of Facebook we can touch the lives of 2.4 billion users.

Back to the Future 327

Facebook Groups provide ‘social proof’ of your products and opportunity with members sharing their user experiences. Distributor applicants can enrol from their smartphones via your personal replicated company website and automatically placed in your downline. No more paper applications to fax. Having prospered greatly without any technology, from my perspective, I find it difficult to accept anyone’s excuses who say they don’t have today’s meager startup costs to join Network Marketing. Or, they don’t know many people. Bottom line. Those obstacles no longer exists with Social Media, Messenger and texting.

The Sharing Revolution Digital disruption has changed everything. The old ways of doing business are being rapidly replaced by new technology. Entire industries are going digital and using mobile apps to connect with customers. October, 2014, Author, Economist, Entrepreneur Paul Zane Pilzer, stated in an interview with Networking Times magazine, “That’s why I am calling it “The Sharing Revolution” — the most significant change to our lives since the 19th century when the affordable automobile led to the creation of roads, hotels, restaurants, and suburbs.

Paul Zane Pilzer, Author, Economist, Entrepreneur

In the Sharing Revolution, entrepreneurs use information technology to create new, better and sometimes unregulated methods of distribution. This typically results in consumers halving the cost and/or getting twice the value on anything from a taxi ride to overnight lodging.” The world’s most innovative companies have taken advantage of the Sharing Revolution. Ten years ago Uber didn’t exist. Today it is the world’s largest taxi company with a reported 91 million users, and it doesn’t own a single taxi. Average number of daily Uber trips was 15 million rides in 65 countries. (Updated 4.11.2019)

328 My First 50 Years in Network Marketing

In 2005 Amazon was an online store where you purchased books. Today, Amazon sells more than 12 million products and shipped 5 billion items worldwide in 2017. 95 million people have Amazon Prime memberships in the USA. Founded in 2008 AirBnB provides the most accommodations in the world, and it doesn’t own any real estate. AirBnB offers listings in over 191 countries and has hosted more than 400 million guests since its launch. (April 2019) Skype and WeChat are the largest phone companies but they’ve never built any telecommunications infrastructure. One of the most exciting entrepreneurial ventures I have ever witnessed was the launch of Skype on August 29, 2003. I was fortunate to share a Los Angeles penthouse office with the brains behind Skype and watched him sign up his first 100 customers and grow it to 100,000,000. As at 4/28/16 the Skype mobile app had been downloaded 1 billion times. There are 4.9 million daily active users. WeChat, launched in 2011, has 1.08 billion monthly active users (Q3 2018) and is the fifth-most used app in the world. Alibaba, launched in 1999, by Jack Ma, became the world’s most valuable retailer without any inventory servicing 699 million shoppers. (Updated 12/31/18) Facebook is the most valuable media owner and it doesn’t create any content. Basically we provide the content and Facebook generates ad revenue primarily from targeted advertising and user data. Fourth quarter 2018 revenue was 16.9 billion USD. Netflix, founded in 1997, screens the most movies in the world but it doesn’t own any theatres. By 2005, Netflix broke 4 million subscribers. Users spent 100 million hours a day watching Netflix content. (2015) Apple and Google are the largest software vendors, but they don’t write any apps. As of Q3 2018 there were 2.1 million apps available from Apple in the App Store developed by 3rd party developers. Back to the Future 329

Facebook Groups provide ‘social proof’ of your products and opportunity with members sharing their user experiences. Distributor applicants can enrol from their smartphones via your personal replicated company website and automatically placed in your downline. No more paper applications to fax. Having prospered greatly without any technology, from my perspective, I find it difficult to accept anyone’s excuses who say they don’t have today’s meager startup costs to join Network Marketing. Or, they don’t know many people. Bottom line. Those obstacles no longer exists with Social Media, Messenger and texting.

The Sharing Revolution Digital disruption has changed everything. The old ways of doing business are being rapidly replaced by new technology. Entire industries are going digital and using mobile apps to connect with customers. October, 2014, Author, Economist, Entrepreneur Paul Zane Pilzer, stated in an interview with Networking Times magazine, “That’s why I am calling it “The Sharing Revolution” — the most significant change to our lives since the 19th century when the affordable automobile led to the creation of roads, hotels, restaurants, and suburbs.

Paul Zane Pilzer, Author, Economist, Entrepreneur

In the Sharing Revolution, entrepreneurs use information technology to create new, better and sometimes unregulated methods of distribution. This typically results in consumers halving the cost and/or getting twice the value on anything from a taxi ride to overnight lodging.” The world’s most innovative companies have taken advantage of the Sharing Revolution. Ten years ago Uber didn’t exist. Today it is the world’s largest taxi company with a reported 91 million users, and it doesn’t own a single taxi. Average number of daily Uber trips was 15 million rides in 65 countries. (Updated 4.11.2019)

328 My First 50 Years in Network Marketing

In 2005 Amazon was an online store where you purchased books. Today, Amazon sells more than 12 million products and shipped 5 billion items worldwide in 2017. 95 million people have Amazon Prime memberships in the USA. Founded in 2008 AirBnB provides the most accommodations in the world, and it doesn’t own any real estate. AirBnB offers listings in over 191 countries and has hosted more than 400 million guests since its launch. (April 2019) Skype and WeChat are the largest phone companies but they’ve never built any telecommunications infrastructure. One of the most exciting entrepreneurial ventures I have ever witnessed was the launch of Skype on August 29, 2003. I was fortunate to share a Los Angeles penthouse office with the brains behind Skype and watched him sign up his first 100 customers and grow it to 100,000,000. As at 4/28/16 the Skype mobile app had been downloaded 1 billion times. There are 4.9 million daily active users. WeChat, launched in 2011, has 1.08 billion monthly active users (Q3 2018) and is the fifth-most used app in the world. Alibaba, launched in 1999, by Jack Ma, became the world’s most valuable retailer without any inventory servicing 699 million shoppers. (Updated 12/31/18) Facebook is the most valuable media owner and it doesn’t create any content. Basically we provide the content and Facebook generates ad revenue primarily from targeted advertising and user data. Fourth quarter 2018 revenue was 16.9 billion USD. Netflix, founded in 1997, screens the most movies in the world but it doesn’t own any theatres. By 2005, Netflix broke 4 million subscribers. Users spent 100 million hours a day watching Netflix content. (2015) Apple and Google are the largest software vendors, but they don’t write any apps. As of Q3 2018 there were 2.1 million apps available from Apple in the App Store developed by 3rd party developers. Back to the Future 329

Google, launched in September, 1998, has 1 billion users and controls 90.46% fo the search engine market share worldwide. 3.5 billion Google Searches are made every day and grows by roughly 10% every year. We all continue to benefit from the ‘Sharing Revolution’.

7 MegaTrends that are Reshaping the World There has never been a better time than now to be in Network Marketing. Our industry is perfectly positioned where these megatrends converge. Success and financial independence will meet you at the crossroads.

Automation, robotics and Artificial Intelligence A report from the McKinsey Global Institute states that by the year 2030, automation will take away 15% of global work hours from human beings. This would amount to 400 million displaced workers worldwide. In the transportation sector, the Wall Street Journal, Logistics Report, May 3, 2019 stated that ‘Self-Driving Technology Threatens Nearly 300,000 Trucking Jobs.

Paul Zane Pilzer states that “Network Marketing holds the key to resolving our biggest global issue, which is retraining the unemployed, because it is the only model that succeeds economically by teaching individuals new skills that will help them succeed in a changing world.”

The Rise of the Gig Economy Technology is displacing workers at an alarming rate. Industries are benefiting from the digital revolution and in the process they’re replacing the standard 40-hour work week with “project only” employment. Workers have responded by taking on side “gigs” along with short-term or longer-term contract jobs.

330 My First 50 Years in Network Marketing

In the United States, one-third of office workers polled had a second job. 56% of the workers predicted they would have multiple jobs in the near future.

Your employment history does not determine your economic future in Network Marketing.

For those who find ‘gig’ employment unsettling and difficult to make long term plans for raising a family or purchasing a home, Network Marketing provides a viable alternative. I always made fun of the fact that when you are self-employed, you are never unemployed.

Millennials want to be their own boss The evolving economy and its disruptive technologies present unique challenges to Generation Y. Millennials leave college in debt and have a need to stay gainfully employed. “Side Hustle” is the new buzzword for Millennials. This generation sees entrepreneurship as the path to follow. 70% of 18-35 year-olds see themselves self-employed at some point in their lives. (Source: Deloitte Millennial Survey, January 2014). In a recent viral BuzzFeed piece January 5, 2019, describing millennials as the “burnout generation,” side hustles are listed as one of the main culprits. Network Marketing provides an opportunity to build equity from a part-time ‘side hustle’ that will eventually provide a leveraged residual income and time freedom which is what most all millennials seek.

Cost of living keeps going up Seventy-eight percent of Americans are living paycheck-to-paycheck. More than one-third of all working adults have no retirement savings. (Source: Forbes, January 11 2019) Your employment history does not determine your economic future in Network Marketing. Instead of having your earnings capped by your job description you can grow your income in direct proportion to the value you bring to the marketplace. Build a team and grow your customer base to match your retirement income goals. Back to the Future 331

Google, launched in September, 1998, has 1 billion users and controls 90.46% fo the search engine market share worldwide. 3.5 billion Google Searches are made every day and grows by roughly 10% every year. We all continue to benefit from the ‘Sharing Revolution’.

7 MegaTrends that are Reshaping the World There has never been a better time than now to be in Network Marketing. Our industry is perfectly positioned where these megatrends converge. Success and financial independence will meet you at the crossroads.

Automation, robotics and Artificial Intelligence A report from the McKinsey Global Institute states that by the year 2030, automation will take away 15% of global work hours from human beings. This would amount to 400 million displaced workers worldwide. In the transportation sector, the Wall Street Journal, Logistics Report, May 3, 2019 stated that ‘Self-Driving Technology Threatens Nearly 300,000 Trucking Jobs.

Paul Zane Pilzer states that “Network Marketing holds the key to resolving our biggest global issue, which is retraining the unemployed, because it is the only model that succeeds economically by teaching individuals new skills that will help them succeed in a changing world.”

The Rise of the Gig Economy Technology is displacing workers at an alarming rate. Industries are benefiting from the digital revolution and in the process they’re replacing the standard 40-hour work week with “project only” employment. Workers have responded by taking on side “gigs” along with short-term or longer-term contract jobs.

330 My First 50 Years in Network Marketing

In the United States, one-third of office workers polled had a second job. 56% of the workers predicted they would have multiple jobs in the near future.

Your employment history does not determine your economic future in Network Marketing.

For those who find ‘gig’ employment unsettling and difficult to make long term plans for raising a family or purchasing a home, Network Marketing provides a viable alternative. I always made fun of the fact that when you are self-employed, you are never unemployed.

Millennials want to be their own boss The evolving economy and its disruptive technologies present unique challenges to Generation Y. Millennials leave college in debt and have a need to stay gainfully employed. “Side Hustle” is the new buzzword for Millennials. This generation sees entrepreneurship as the path to follow. 70% of 18-35 year-olds see themselves self-employed at some point in their lives. (Source: Deloitte Millennial Survey, January 2014). In a recent viral BuzzFeed piece January 5, 2019, describing millennials as the “burnout generation,” side hustles are listed as one of the main culprits. Network Marketing provides an opportunity to build equity from a part-time ‘side hustle’ that will eventually provide a leveraged residual income and time freedom which is what most all millennials seek.

Cost of living keeps going up Seventy-eight percent of Americans are living paycheck-to-paycheck. More than one-third of all working adults have no retirement savings. (Source: Forbes, January 11 2019) Your employment history does not determine your economic future in Network Marketing. Instead of having your earnings capped by your job description you can grow your income in direct proportion to the value you bring to the marketplace. Build a team and grow your customer base to match your retirement income goals. Back to the Future 331

Global Statistics

See Retirement Chapter 11.

The stage is set for female entrepreneurs to thrive 92% of female entrepreneurs agree the economy is ideal for more women to launch their own businesses. (Source: Forbes, June 2012 and March 2014). More and more women from all backgrounds are getting involved with Network Marketing. They are tired of glass ceilings, office politics and long commutes. They want to feel the work they do makes a difference for others. They sense they have a bigger role to play in the world, and want to make a real and lasting contribution.

According the WfDSA’s (Worldwide Federation of Direct Selling Associations) 2018 Annual Report, 74% of the global distributor network were women.

The aging population is expanding markets People across the world have yearned to take preventative measures to delay the signs of aging since the days of Ponce de Leon. A large sum of the world’s population is aging and its driving the demand for anti-aging products and services now more than ever.

Network Marketing does an excellent job educating consumers on the latest breakthroughs in health and wellness products on a person to person basis. For those who are interested in anti-aging products here are some amazing global statistics.

Life expectancies are historically high and the 50+ segment is the fastest growing population in the world.

■

Soon 50% of Europe’s population will be age 65 or older.

■

By the year 2030, retirees will outnumber active workers in Italy.

■

In the United Kingdom, 20 million Baby Boomers hold 80% of the nation’s wealth (Source: BBC).

■

By 2050, the average age in Thailand will increase to 50 (Source: MIT AgeLab.).

■

Recent statistics suggest that more than 36,000 citizens are over the age of 100 in Japan.

■

The population of individuals aged 65 and older in the Asia Pacific is increasing at almost double the rate of the same population in the U.S. and Europe.

Global Disruption

Baby Boomers are dominating demographics The Baby Boomer generation is made of individuals born between 1946 and 1964. There are approximately 450 million Baby Boomers in the world (Source: MIT AgeLab). In the United States, someone turns 50 every seven seconds.

■

The world has radically changed forever!

As this book was going to print, the world encountered the biggest disruption that I have witnessed in my entire life: The 2020 global COVID-19 pandemic. It has engulfed everyone everywhere with fear of their health, isolation, and uncertainty. There was no warning. Employees were furloughed or forced to work at home. Millions had to apply for government assistance just to exist. The stock market crashed wiping out trillions in financial assets. Marginally profitable small businesses are bankrupt. Dark times indeed for the vast majority of humanity and especially for those in developed countries where a middle-class lifestyle provided a false sense of security for decades. While my heart and compassion goes out to those who are the hardest hit — it is a wake-up call for all those with capable minds and health to never put your faith in a job for ‘security’. The world has radically changed forever!

332 My First 50 Years in Network Marketing

Back to the Future 333

Global Statistics

See Retirement Chapter 11.

The stage is set for female entrepreneurs to thrive 92% of female entrepreneurs agree the economy is ideal for more women to launch their own businesses. (Source: Forbes, June 2012 and March 2014). More and more women from all backgrounds are getting involved with Network Marketing. They are tired of glass ceilings, office politics and long commutes. They want to feel the work they do makes a difference for others. They sense they have a bigger role to play in the world, and want to make a real and lasting contribution.

According the WfDSA’s (Worldwide Federation of Direct Selling Associations) 2018 Annual Report, 74% of the global distributor network were women.

The aging population is expanding markets People across the world have yearned to take preventative measures to delay the signs of aging since the days of Ponce de Leon. A large sum of the world’s population is aging and its driving the demand for anti-aging products and services now more than ever.

Network Marketing does an excellent job educating consumers on the latest breakthroughs in health and wellness products on a person to person basis. For those who are interested in anti-aging products here are some amazing global statistics.

Life expectancies are historically high and the 50+ segment is the fastest growing population in the world.

■

Soon 50% of Europe’s population will be age 65 or older.

■

By the year 2030, retirees will outnumber active workers in Italy.

■

In the United Kingdom, 20 million Baby Boomers hold 80% of the nation’s wealth (Source: BBC).

■

By 2050, the average age in Thailand will increase to 50 (Source: MIT AgeLab.).

■

Recent statistics suggest that more than 36,000 citizens are over the age of 100 in Japan.

■

The population of individuals aged 65 and older in the Asia Pacific is increasing at almost double the rate of the same population in the U.S. and Europe.

Global Disruption

Baby Boomers are dominating demographics The Baby Boomer generation is made of individuals born between 1946 and 1964. There are approximately 450 million Baby Boomers in the world (Source: MIT AgeLab). In the United States, someone turns 50 every seven seconds.

■

The world has radically changed forever!

As this book was going to print, the world encountered the biggest disruption that I have witnessed in my entire life: The 2020 global COVID-19 pandemic. It has engulfed everyone everywhere with fear of their health, isolation, and uncertainty. There was no warning. Employees were furloughed or forced to work at home. Millions had to apply for government assistance just to exist. The stock market crashed wiping out trillions in financial assets. Marginally profitable small businesses are bankrupt. Dark times indeed for the vast majority of humanity and especially for those in developed countries where a middle-class lifestyle provided a false sense of security for decades. While my heart and compassion goes out to those who are the hardest hit — it is a wake-up call for all those with capable minds and health to never put your faith in a job for ‘security’. The world has radically changed forever!

332 My First 50 Years in Network Marketing

Back to the Future 333

Action Plan

Chapter

14

Action Plan

Chapter 14

Action Plan

341

344. The Critical Success Factor 344. Clearly Defined Laser Sharp Goals 345. Intentional Personal Growth 345. Master the Basic Skills 346. Focus On The Opportunity 347. Your NEXT 90 Days 348. Determined Massive Action 350. Focus on the Behavior NOT the Results 351. Consistency 352. Protect Your Reputation 353. Never Quit 355. Summary

Action Plan 341

Action Plan

Chapter

14

Action Plan

Chapter 14

Action Plan

341

344. The Critical Success Factor 344. Clearly Defined Laser Sharp Goals 345. Intentional Personal Growth 345. Master the Basic Skills 346. Focus On The Opportunity 347. Your NEXT 90 Days 348. Determined Massive Action 350. Focus on the Behavior NOT the Results 351. Consistency 352. Protect Your Reputation 353. Never Quit 355. Summary

Action Plan 341

14

Action Plan Whether you are considering joining our industry, a brand new distributor or an experienced Network Marketer I have included in this last chapter what I believe are the crucial steps for a successful career and being recognized as an industry leader.

Ambition is the first step to success. The second step is action. Harvey Conner

This book was written from my perspective how to create massive success. It may not fit your goals or personal objectives. I only know one way of doing anything - don’t start unless you intend to finish. Once you reach a decision, go ALL in! A 100% commitment to achieve your goals. You cannot be a little bit pregnant. I’ve said for years the difference between involvement and commitment is like ‘bacon and eggs’. The chicken was involved and the pig was committed.

Millions of distributors in hundreds of companies are merely ‘involved’ in Network Marketing. A small percentage are actually ‘doing’ Network Marketing with intentions to succeed. If you treat Network Marketing as a ‘hobby’ it will result in a hobby income.

Anonymous

Additionally, hobbies tend to cost you money. This is one reason that the ‘hobbyist’ stops attending corporate events because it ‘costs them’ for travel when they are not committed to grow and learn new skills. Treat it as a business. After all, you are the founder, CEO of your own potentially multi-million dollar business. Having said that, it is vitally important that you’ve clearly determined WHY you have decided to become a Network Marketer.

Action Plan 343

14

Action Plan Whether you are considering joining our industry, a brand new distributor or an experienced Network Marketer I have included in this last chapter what I believe are the crucial steps for a successful career and being recognized as an industry leader.

Ambition is the first step to success. The second step is action. Harvey Conner

This book was written from my perspective how to create massive success. It may not fit your goals or personal objectives. I only know one way of doing anything - don’t start unless you intend to finish. Once you reach a decision, go ALL in! A 100% commitment to achieve your goals. You cannot be a little bit pregnant. I’ve said for years the difference between involvement and commitment is like ‘bacon and eggs’. The chicken was involved and the pig was committed.

Millions of distributors in hundreds of companies are merely ‘involved’ in Network Marketing. A small percentage are actually ‘doing’ Network Marketing with intentions to succeed. If you treat Network Marketing as a ‘hobby’ it will result in a hobby income.

Anonymous

Additionally, hobbies tend to cost you money. This is one reason that the ‘hobbyist’ stops attending corporate events because it ‘costs them’ for travel when they are not committed to grow and learn new skills. Treat it as a business. After all, you are the founder, CEO of your own potentially multi-million dollar business. Having said that, it is vitally important that you’ve clearly determined WHY you have decided to become a Network Marketer.

Action Plan 343

The most important goals you must set, and achieve, that will explode your business is to rank advance to the highest levels within your company in the shortest period of time possible.

As a professional it is equally imperative to question the motives of your new distributors. Ask questions and get on the same page with them right away. Avoid the frustration of expecting more results from team members than what they are prepared to commit to achieve.

The Critical Success Factor Unfortunately when you play small, you don’t serve yourself, your family, your company nor the universe.

Review Chapter 02 again. I won’t repeat myself with all the details provided in Chapter 02. Finding the right company that matches your long term goals is a vital first step. I am specifically referring to a business opportunity enabling you to achieve financial independence and time freedom to live life on your terms.

Clearly Defined Laser Sharp Goals Achieving notable success in Network Marketing requires that you set audacious goals that make you stretch. To get out of your ‘comfort zone’. The problem with most everyone is that they set small, easy to achieve goals and achieve them. Their goals are tempered by their limited belief of what they deem is possible within the limitations of an existing ‘career’ path predetermined by our education, our selfesteem and fear of failure.

Nelson Mandela stated “there is no passion to be found playing small in settling for a life less than the one you are capable of living.” Unfortunately when you play small, you don’t serve yourself, your family, your company nor the universe. If asked what they would do different if starting over, most top earners would say, - Believe bigger and sooner. One quote I have always remembered is that ‘small goals don’t ‘stir’ men’s souls’.

344 My First 50 Years in Network Marketing

Intentional Personal Growth Become the person you want to find.

Understand that the size of your organization, your earnings and rank are merely a reflection of who you are as a person.

You can never outperform your self-image. What is exciting to understand is that ‘you can always have more than what you have because you can become more than who you are’. Don’t measure your performance against the ‘average’ distributors within your chosen company. Average is nothing more than the ‘best of the worst’, and ‘worst of the best’. Be the VERY best that you are capable of with constant and neverending personal growth. Don’t compete with others, compete with yourself. Be a better version of yourself tomorrow than what you are today!

Become the person you want to find. To fully comprehend the necessity of personal growth I highly recommend John Maxwell’s, The 15 Invaluable Laws of Growth. It applies to all areas of your life. Although I had not read Maxwell’s book until mid-2018 it underscored pretty much everything that I figured out decades ago that propelled my success in Network Marketing. It’s a ‘must’ read.

Master the Basic Skills Your previous employment history does not determine your economic future in Network Marketing. You learn Network Marketing by doing Network Marketing.

Action Plan 345

The most important goals you must set, and achieve, that will explode your business is to rank advance to the highest levels within your company in the shortest period of time possible.

As a professional it is equally imperative to question the motives of your new distributors. Ask questions and get on the same page with them right away. Avoid the frustration of expecting more results from team members than what they are prepared to commit to achieve.

The Critical Success Factor Unfortunately when you play small, you don’t serve yourself, your family, your company nor the universe.

Review Chapter 02 again. I won’t repeat myself with all the details provided in Chapter 02. Finding the right company that matches your long term goals is a vital first step. I am specifically referring to a business opportunity enabling you to achieve financial independence and time freedom to live life on your terms.

Clearly Defined Laser Sharp Goals Achieving notable success in Network Marketing requires that you set audacious goals that make you stretch. To get out of your ‘comfort zone’. The problem with most everyone is that they set small, easy to achieve goals and achieve them. Their goals are tempered by their limited belief of what they deem is possible within the limitations of an existing ‘career’ path predetermined by our education, our selfesteem and fear of failure.

Nelson Mandela stated “there is no passion to be found playing small in settling for a life less than the one you are capable of living.” Unfortunately when you play small, you don’t serve yourself, your family, your company nor the universe. If asked what they would do different if starting over, most top earners would say, - Believe bigger and sooner. One quote I have always remembered is that ‘small goals don’t ‘stir’ men’s souls’.

344 My First 50 Years in Network Marketing

Intentional Personal Growth Become the person you want to find.

Understand that the size of your organization, your earnings and rank are merely a reflection of who you are as a person.

You can never outperform your self-image. What is exciting to understand is that ‘you can always have more than what you have because you can become more than who you are’. Don’t measure your performance against the ‘average’ distributors within your chosen company. Average is nothing more than the ‘best of the worst’, and ‘worst of the best’. Be the VERY best that you are capable of with constant and neverending personal growth. Don’t compete with others, compete with yourself. Be a better version of yourself tomorrow than what you are today!

Become the person you want to find. To fully comprehend the necessity of personal growth I highly recommend John Maxwell’s, The 15 Invaluable Laws of Growth. It applies to all areas of your life. Although I had not read Maxwell’s book until mid-2018 it underscored pretty much everything that I figured out decades ago that propelled my success in Network Marketing. It’s a ‘must’ read.

Master the Basic Skills Your previous employment history does not determine your economic future in Network Marketing. You learn Network Marketing by doing Network Marketing.

Action Plan 345