BEST ADVICE I HAVE EVER RECEIVED –
This may be a little controversial but I’m just going to tell it like I know it!
I have received A LOT of advice in my career. And LOTS of it is really good. And as I was thinking about the answer
to the question, “What is the best advice I have ever received?” I had to step back and filter it through the question,
“What was the advice that had the greatest impact on my professional career?” Because in reality, much of the advice I have received has been valuable on some level.
I want to first say that this advice is focused on business building as it relates to building a successful network marketing business. Some of you have heard about my early conversations with Steve Smith, the founder of the network marketing structure for Excel Communication in the early 90’s. I was feeling frustrated as I watched some of my peers begin to grow large networks and begin to make some serious money.
Finally I had Steve on the phone after playing telephone tag for a few weeks. I had 40 people in my group and no one was doing anything. At the same time, some of my close friends had fast growing businesses. I asked Steve, “What am I doing wrong?” I told him I had a list of my 40 distributors (about 10 were personally sponsored). I was calling them (we weren’t texting back then) and reminding them to be on the conference calls and attend the events. I was offering my help which probably wasn’t really that helpful back then because I had never experienced a check bigger than $180 in any one month.
He told me “THROW AWAY YOUR LIST!” which was hard for me to stomach. He told me to only work with the ones that were calling me. And, at that time, NONE of them were calling me! He asked me if I thought there were any people in Arizona that I thought would be better than me if they were to join the business. I told him, “Yes, I believe there are people that would be better than me if I were to get them in”. He told me that I needed to find those people and stop trying to get my people to go to work!
Every time I would hear Steve talk he would give the exact same speech. He spoke with a stutter in a slow Texas accent.
It didn’t matter if he was speaking in front of 10 people or 10,000 people, he always gave the exact same speech!
I can remember saying to myself, there has to be more to this for building a successful business.
In his one hour speech he would always cover the same 3 points. He would repeat himself over and over again in his speech. It was so simple. He would cover these three things. He would talk about
1. THE PROCESS GETTING A CHECK
3. DON’T QUIT
In the first part of his talk he would tell us to have someone fill out a blue form (the distributor form), attach 2 red forms (customers) and send it to the company with $395. He would then say that the company will send us a check for $100.
He would talk about this for about 20 minutes. Any time someone would ask him a question, he would say, “I don’t know about that . . . but I do know that if you send in a blue form with 2 red forms and a check for $395 the company will send $100.
He then would talk about the simplicity of the business. When it comes down to it, the only thing that really mattered was the simple process of sending in a blue form with 2 red forms and a check for $395. After hearing him give this speech about 20 times, it began to really sink in. Upfront income and residual income was a result of doing these three things.
This was the simplicity of our business. Do this over and over again and teach others to do exactly the same thing.
He spoke about simplicity for about 20 minutes. Any time I would ask Steve a question, his answer was . . . “Wellllllll, I don’t know about that . . . but I do know that if you complete a blue form and attach 2 red forms along with a check for $395 the company will send you a check for $100.
Now let’s break this down . . . what would happen if every single person focused on doing just this? The book my mother used to read to me as a child was called, “If Everybody Did”. Every other page was titled . . . “This is what would happen if everybody did!” We don’t need to go into much detail about this children’s book for you to get what it was about. And when you apply this simple phrase to what we do you can imagine what would happen if everybody took his advice. Nothing else would matter!
Steve went on to build a team of 2.5 million distributors and my organization represented about 85,000 of those!
The third thing he would talk about was quitting. He told us that no one ever quit their way to success. There has never been a book written called, “How To Quit Your Way to the Top!” And when someone quits, they always have a good excuse for quitting. And usually their reason is the very reason they need to stay in.
“I”m just too busy to find the time to build this!”
“I don’t have the money to invest in my business!”
“I have to work 3 jobs just to pay my bills!”
He also talked about everyone who quits blames everyone else but themselves.
“My upline doesn’t support me!”
“I don’t have an upline!”
People blame their upline, the company owner, the marketplace, their spouse, etc . . . no one ever says, “The reason I quit is because I am a quitter!” I have quit everything else I have ever done and now I am quitting this too!” He would then ask, “How has quitting worked for you in the past?”
He would spend 20 minutes talking about quitting and quitters.
Steve’s message was always a message of simplicity. Some could argue that Steve never trained us on how to do the business. Or some realized that this was the training! He was training us on how to build a successful business! He was really un-training us! He was teaching us to let go of all the other stuff that was keeping us from growing quickly!
I can’t even tell you how many people have told me over the years . . . there has to be more to it than this! And most of them quit. And I just keep signing up people and looking for people that want this as much or more than I do.
So I started showing the business 3 times a week and sponsoring about 1 person per month. And, as I did this, I found out that my numbers were pretty much the same as everyone else. About 1/3 did little to nothing. About 1/3 did a little and about 1/3 did a little more than a little. I also figured out that about 1 out of 20-30 were so engaged that there was NOTHING I could do to stop them. And after 13 years in the business, I had 5 legs out of 129 that represented over
90% of my income.
The advice that I got that was the most valuable business building advice I have ever received was . . . stop trying to get people to work the business. Sponsor new distributors each month and look for the ones that want it as much or more than I do. Follow the simple system that is already in place. And don’t quit. That was it. Do this over and over again.
Back when I had 40 people in my group and Steve told me to throw away my list and only work with the ones that called me, although it was hard for me to do, I kept sponsoring each month and then Jackie Ulmer joined my team and because she was motivated and driven, our group began to grow like a weed in that leg! And then I went on to sponsor 20-30 more over the course of the next 2 -3 years. And then I found a second and eventually a third.
Every week, I talk with someone that is discouraged because they have sponsored 3 or 4 people and no one is doing anything! Welcome to the club. This is not a reflection on you, the market, network marketing or our company. It’s the nature of people! Most people quit everything they do! Remember, the #1 reason why people fail is a short attention span! Most people quit the gym. Most people quit their diet. Most people give up on their New Years resolutions. And most people quit everything else they start.
When you get to Senior Manager and you have sponsored between 15-20 people and no one is doing anything, you are normal. Most people don’t experience really strong growth until they have sponsored between 20 and 30 people. Sometimes you get lucky and find a runner in your first 15, but not usually.
This is a part time business until you find someone that decides to take it seriously.
When I joined SendOutCards, I took the same advice that Steve had taught me and applied it. I started showing the business 3-5 times a day and a few signed up. Today, here’s what I do and what I teach. It’s the equivalent of a blue form and 2 red forms.
1. Share the App and allow someone to try our service.
2. Show the opportunity video (3 minutes on the app or 6 minutes on the computer)
3. Go over the plans and packages.
When you sell them a $395 bundle, the company will send you $140.
Keep doing this . . . over and over again. Keep it simple. Don’t quit.
Once in awhile someone will see this the way we do (as evidenced by the thousands that already have) and
begin to follow the same simple process.
This is not a lottery . . . you will not just sign up and begin to make money. And if you find something that allows you to
just sign up and get rich, I would run the other way, because it is probably illegal or it’s a bubble. When the cab drivers are doing it, it’s only a matter of time before it goes away.
However, as long as you regularly continue to sponsor new people eventually someone will enter your team that will run the course and put hundreds or thousands of distributors into your team. When this happens, your checks will sky-rocket.
You will most likely be blindsided. It almost seems wrong when this happens because most of us are not used to getting money in this fashion. It’s exciting, surreal, surprising and may also feel a little wrong. “How can they be sending money to me like this that I really am not working for!” I remember when my checks went from $1-2 thousand per month to over $30,000 per month, I initially felt like I wasn’t deserving of all this money coming in!
Steve was right and continues to be right. Understanding the comp plan doesn’t make you or anyone else money. Its not a bad idea to know a little about how it works, but knowing doesn’t make a difference! Posting on FB doesn’t make you or anyone else money. Getting organized doesn’t make you or anyone else money.
But showing the business and selling bundles makes you and your upline money. And sending card of appreciation makes the world a better place. Both of these activities grow your business and grows your checking account.
Steve’s advice is the most valuable advice I have ever received.
Now, some of you might be wondering when Kody will be launching the database integration program?
I really don’t know about that, but I do know when you sell a marketing bundle, the company will send $140
to your checking account. What would happen if everybody focused on that?
And . . . don’t quit. Keep doing that and don’t quit.
“But Jordan, I have been in the business and haven’t done anything in 3 years . . . what do I do when
someone asks me how much money I am making?”
I’m not sure about that, but I do know if you sell a $395 marketing bundle the company will deposit $140 into your account.
You can do that right now! And then teach people to do exactly the same thing!
Signing up bundles will solve most of your problems . . . Here’s what happens in real life when you sign someone up. Some check out the day after they sign up. Some will watch every video in cyberspace about SendOutCards and will then do absolutely nothing. Some will have 3 people signed up before you even have time to train them. Some will run the course and build a large residual income and won’t care one bit whether you continue to do the business or not. Stop trying to control everyone in your group. Get them started and then go sell another bundle. The ones that are going to do this will do it with or without you. No excuses.
Find people that want this as much or more than you do. Keep it simple. Don’t quit. Stop chasing people. Work with the ones that call you. Do this over and over and over again. That is the business we are in.