Being accountable for your activity leads to consistent growth with Charlotte Whitaker

Sharing specific affirmations

Social media posts

Accountability group action

Keeping busy keeps you focused

Making contacts throughout the day

Coaching to get out of the sales mindset

Timing is everything

Icebreakers book

Rapport book 

Free Magic Words for Prospecting audios 

Master the Four Core Skills 

Transcript

SPEAKER_00 0:03

Networkers, the ultimate podcast for networkers direct health, network marketing, MLM or Intel Slides. You'll learn the skills for the how-to and the mindset to make it work from the author of over 20 best-selling books and over 25 years in the business. Here's your host, Pete Strider.

SPEAKER_03 0:31

All right, today in the zone, I have another amazing networker. She's been rocking her business online. I saw some really cool photos of her at a team event. So she's rocking it in person. Here to share some amazing tips is Charlotte Whitaker. Charlotte, welcome.

SPEAKER_05 0:49

Welcome to you. Thanks for inviting me. I appreciate you.

SPEAKER_03 0:54

Oh, yeah, you bet. I don't want to take up too much of your time because I know uh you got a lot of cool things going on, but I saw some of your posts. I said, Oh, I gotta have her on. So my first thing is affirmations. I notice on your social media you put up some affirmations, and most of the time, affirmations, let's be honest. Um, most of the time they're vague, you know, they they don't really serve, but you're being more intentional, not just sharing stuff, you're just you're putting your spin on it, you're being a little bit more uh specific. Is that something that you've always done? Is that something that's made a big change, or you just love stuff like that? Because you're you're rocking it.

SPEAKER_05 1:36

Well, the reason that I started that is since I've been in this business, you know, you get a lot of questions from a lot of people that can refer to someone else. So most of my affirmation is if the shoe fit. Now I may have had a conversation the night before with a team member, and that team member thought she had a problem, and I made it out of a situation. I would take that situation that she had and make an affirmation for it because it may fit a shoe. That shoe may fit someone else on the team.

SPEAKER_03 2:26

Oh, I love it. I love it. Yeah, that's a good point. We don't realize so many people are going through the exact same things, and if we don't share it, or share our knowledge, or share the wisdom, or share the skill, nothing's gonna happen. You know, they they need it. That's cool, right?

SPEAKER_05 2:43

Like putting a boot in the no need to worry, everything is not a problem. I consider everything a situation.

SPEAKER_03 2:54

Okay, well, let's talk about that. You said everything is not a problem that most people, you know, they they get kind of caught up in let's let's be honest, most of social media or a lot of social media, I should say, is negative. People love to spread negativity, but you're spreading positivity. You said you know, everything most things aren't a problem. How did you get that mindset? You know, because it's it's hard for people to see that far. Did you start at a little bit at a time? Did you read something? Did you go in advance? How did you get this awesome mindset?

SPEAKER_04 3:28

I got it from my husband. Okay, cool.

SPEAKER_05 3:33

Oh, he may be listening, he may not be listening, but being in business, you're busy. You are very business. You have so many things to do. At my age, I don't even believe I'm still doing a business. However, I'm having fun and I love it. And I get this. What are you working on now? You're still on the phone. All kinds of little things. So I have to say something. A lot of times they apply to him. And he'll come home the next day because he goes to work at four o'clock in the morning. He'll come home the next day with a big smile on his face on something I put on that affirmation because he knew it was applying to him. So it just turning negative into positiveness.

SPEAKER_03 4:25

Ah, that's a good way to sneak things into people, people you love. Like you put it out there uh indirectly.

SPEAKER_05 4:33

That's right. That's right, and it works, it works. I mean, the accountability group we were in, uh, there were so many questions. You had so many people that were new. My support member put us in an accountability group, whereas there was only maybe one or two people from your team in that group. So you had to do with new people, people had been in for a while, people who had just got in, and a lot of people were trying to graph. And a lot of people were trying to be where the upper people was, and they couldn't do it, and they wanted to do it, and they didn't have to go that fast. So let's put up our affirmation to make you feel good the next day that you don't have to go that fast, just take your time.

SPEAKER_03 5:26

Wow, that's neat. You mentioned your accountability group, people that are brand new, people that have been in or higher levels, and uh yeah, that made a huge change in my business. Wow, way over 10 years ago. Um I'm starting to do that, you know, for the industry, and I'm glad you brought it up. Uh, like when I messaged you, like we hit record, I know a couple of things, but it's a conversation. So, in your accountability group, what were the some of the things that you were uh being accountable for? Was it uh you know, personal development? Was it uh talking to people? Was it just mindset? What were some of the things that you did that you saw a big change in your accountability group?

SPEAKER_05 6:05

I'll tell you a secret. Don't go back and tell we'll was the hardest accountability group. It was 90 days. It was 90 days. It started July the 1st. My grandson died on the 1st of June. His funeral was on the 28th. My brother's funeral was on the 25th. My cousin's funeral was, I think, the 30th of July. The 30th of June. And this accountability group started on the 1st of July. In between all of this grief, I was so glad to be a part of that accountability group because what it did, it took my focus off the grief, knowing that I really wanted to be in this group to provide support and to provide support for myself as well. It got me through. It got me through so well that keeping up with, we had to drink a certain amount of water, we had to prospect a certain amount of people a day. Um, we had a lot of um coaching that we had to do as long as as well as reading and videos and all of these books. We had a lot of your dad's book. And I tell you what, icebreaker, I bet you I listened to that book at least 80 times. I listened to the YouTube, I stayed in my car listening to it. I should be able to memorize that joker. But anyway, it got me through. We made it until the end of September, and I said, whoosh, no grief. I still have some, you know, downpour, which anybody, you know, would have. But keeping me busy, having something to do every day, plus we had to turn in a report every night at nine o'clock.

SPEAKER_04 8:15

Got it done. The team got it done. And we and pushed each other.

SPEAKER_03 8:23

That's so you have to do everything before 9 p.m. Uh uh every day. How many people was it a certain number every day that you were prospecting, or like was there a certain like goal as far as it was, you know, not results-based goal, but it was activity-based.

SPEAKER_05 8:42

You had to do uh in this group, you can do as many as you want. Me, I'm not afraid to talk to people, so I would try to do five or ten a day. Um, basically getting names, phone numbers, address so that I can build a relationship up with those people over time because I had a goal in mind of going for a diamond. In order to go for diamond, you need to know lots of people and be involved with lots of people. So all of these names that I got over time in those 90 days were the names that I went back to. And guess what? I got my diamond.

SPEAKER_03 9:29

Well, you have the goal in mind. There you go. Uh, so when you when you go out, you because some people they may freak out like five to ten, oh my goodness. But obviously, you had skills, whether it was using an icebreaker or was it more of a I just want to make contacts to see if this is something for them. Like what was your what was your mindset to talk to people? Because so many people they they oh no, I can never do that. Well, they can. Number one, you gotta say you can. Let's start there, but also what was your was it to okay, let me let me you know ask what they do for a living so they can ask me back for an icebreaker, or was it I just want to, you know, make new contacts to see if this is something for that. What was your what was your go-to?

SPEAKER_04 10:14

Um I did a lot of I am curious.

SPEAKER_03 10:18

Nice.

SPEAKER_04 10:19

Um I would catch an Uber and didn't need to catch an Uber.

SPEAKER_05 10:25

One Uber I got in, um, the young lady had a obituary on her dashboard. So my conversation was someone just passed in your family, and it was her mom, but it was a while ago and she just hadn't taken it down. So I'm not scared to ask anything. May I ask? I'm just curious, what was wrong with mom? And I got this whole long story, and she told me about her mom had Alzheimer's Parkinson's and dementia. Oh, why did she say that to me? That was what I was dealing with with my sister. So I gave her my sister's testimony. And guess what? She said, When can we meet? And she gave me her email address, her phone number, and she even gave me her home address. So she wanted to talk more about what I did because she had more people in her family that could use our products. I never mentioned the products that my sister was taking. I just told her that my sister was using some products that I was taking, and she got better.

SPEAKER_03 11:40

Yeah, focusing on the solution, not the product. Right.

SPEAKER_05 11:45

And like in Kroger's, there was a young lady who was stacking crates of sodas. And I'm looking at this big crate, and I say, Why is she doing this man's job? And passed her twice, and I had to come back. I said, I'm just curious, do you like what you're doing? She said, Girl, I wish I could find me another job. I said, Are you open for anything? Um would it be better if you made more money or less money? And she said, Girl, I can use more money. I say, I may have a solution for you. She's, I said, I know you're working right now, but if you give me your name and number and we can chat later. And I'll go, you know, I try to not hold them up.

SPEAKER_04 12:36

Short and sweet.

SPEAKER_03 12:39

That's awesome. Yeah, short and sweet, but I mean, I I understand it, but I want everyone to understand that that's listening or listening to the replay is like it's questions. Like get them to talk. That's the best part.

SPEAKER_05 12:54

They were talking, I'm only looking for their needs and their wants, and that's it. That's it. If they tell me they need something, it may be in a form where they don't even know they're telling me their needs and wants.

SPEAKER_04 13:10

I'm listening. All I need is a clue. And I got you.

SPEAKER_03 13:18

And it's a win-win, you know, and that's always one to plug is that like it can make a difference, whether it's a product, where it's the opportunity, whether it's you know, uh the the personal development of the person he will become, like it's a service for us to at least let them know. And I think that's what if people understood that, the shyness would go away. Yeah, which is cool. But no, that's cool. Like you you have the pin level in mind, you uh learn the skills multiple times. I love that because people uh they read the book once. Congrats, but the second time you read it, new stuff just pop new stuff magically showed up or listened to.

SPEAKER_05 14:01

But I haven't always been this way. Being in the military, being in the military for 25 years and being a drill sergeant for six of those years may be kind of rough. As a matter of fact, I had a nephew say that you're not like you used to be. Because I'm with a team now. It took a lot of mindset changing for me. It took a lot of mind development for me. If it wasn't for the support team that we have in the group that I'm with, I probably wouldn't be where I am because I thought being in a business was selling, selling, selling. You go to a meeting every now and then. Here, our coaches really, really push us and they coach us, and we have training practically four to five times a week. More if you want it, but it's basically on that mind, your subconscious uh mindset and everything, and it has really changed my life.

SPEAKER_00 15:11

You're in the networker zone with Keith Schreider.

SPEAKER_03 15:16

Well, what made you decide to join? Because you have a successful military career. What was it that said, okay, I need to do something else?

SPEAKER_04 15:25

To tell you the truth.

SPEAKER_03 15:26

Absolutely.

SPEAKER_04 15:28

I didn't want to join.

SPEAKER_05 15:30

I did not. I I I I ducked a girl for about four or five weeks. Every time she called, I'd be saying, Oh, sure, then I'll, you know, I would click something on my phone. She caught me early one morning and I answered the phone and she said, Don't hang up, don't hang up, don't hang up, don't hang up. Can you just give me a second? Okay. Can you watch this video? I said, I'll watch your video. I just wanted to get off the phone. She said, Well, can I call you back in 30 minutes? I'll call you back in 30 minutes. I looked at my husband, I said, Dang, I got to watch her video because she's gonna call me back in 30 minutes. I watched her video, it made so much sense to me, I called her back. And I only wanted the products. And when I got those products and saw what they did for me and for my husband, who had every illness in the world from heart problem, diabetes, neurophthaly, high cholesterol, hiatus, high everything. I don't know if I would have gotten married if I known he had all those things when I got married.

SPEAKER_04 16:37

But I gotta take care of him too. And it was no pills, and that was what I looked at.

SPEAKER_02 16:46

Okay.

SPEAKER_05 16:47

Um so I started taking the products, and the products were doing so good for me. I called my next door neighbor who had been home for about three years, didn't know what was wrong with her, and then told her how it made my husband and I feel. She said, I want some too. I called my daughter, and she said, I want some too. And it went from there. I got a call from that support person to tell me, hey, you need to get on the Zoom. What Zoom? The Zoom for the business. What business? The business you sign up for. I didn't sign up for a business. I just wanted the products. They said, but you're making money. I said, How am I making money? You remember you called us and you wanted the link for someone else to order some products? We gave them your link. And I said, I didn't know I had a link. So they showed me my back office. I had made $400 the first week and $1,000 the first month. I could not believe it. And that was why I didn't want to do this business because other businesses I hadn't made any money. But it's it was a product. I am a product of their product, and I'll always be. If I didn't make five cents, I would still take these products because I had asthma so bad that I had to carry a nebulizer everywhere I go and a pump. Now nothing, nothing can kick me out. And I told my kids when I die, put me in a fetus position because that's the way I sleep and put a smile on my face because I'm enjoying myself.

SPEAKER_03 18:24

I love it. And it's cool that you're making money doing what you love to do. Let people know about it. That's that that's awesome. And it's a testimony to following up because okay, maybe they followed up in a in a harder way than most of us would do, but they still followed up. You know, well, there's other ways to follow it up, but every every method will work. It's just okay, we could we could change it up, we could uh be a little bit more um intentional about our following up, but following up works right there. Perfect.

SPEAKER_04 19:01

And I never had sale.

SPEAKER_05 19:03

I always share a testimony.

SPEAKER_03 19:06

Never oh, there you go. There you go. Stories. There you go. Testimonios are nothing but stories. Awesome. But you said you were bit you were in the industry before and you didn't make any money. It was this just something that you weren't passionate about, or was it just wasn't the timing you didn't really have um you know the passion for it? What what was the difference besides the product, or was just the timing of everything?

SPEAKER_04 19:31

Well, it's got to be the training. Just like just like your father's books.

SPEAKER_05 19:39

I listen to these books or I read these books constantly. And it's because of my support team. They they encourage us to read, to listen, to be plugged in, get in, stay in, stay plugged in, and they push us to the limit. And I like that. Sometimes you need a pusher in your life. And for me, I needed a pusher.

SPEAKER_04 20:07

And this was the group to do it. So I didn't have a pusher before. Maybe that's what's it.

SPEAKER_03 20:17

Well, there you go. Well, I mean, I yes, it's cool to have a team that will push, but but I feel like your passion is consciously or subconsciously pushing people as well in a in a way, in a positive way. I I can feel your energy, which is cool.

SPEAKER_05 20:34

Well, I love this industry now even more than I did back in the well, everybody knows I'm 70 back in the day when everything had to be written out. Now we got computers and we got all kinds of electronics where we can do things a lot easier, easier. We don't have to write out paychecks and all of that stuff. You know, it's a lot easier and it's more fun. You just got to get the people who's open-minded and we're looking for the right people at the right time in their life.

SPEAKER_03 21:14

Oh, there you go. You got everything. Right people, the right time. Timing, another plug for follow-up, and that that's cool because you go from some people, they're they're unproperly trained, like just talk to people or talk to X amount of people. Like, okay, let's get your mindset right, let's get the skills. Let's okay, we're not, we're not not everybody's a prospect looking for the right people, looking for the right timing. All that starts to just make your business so easy. And I can feel your passion with it, as I've probably mentioned a couple times here as well. It's it's cool that yes, you know, we're you were back in the day, you know, a decade or two, a few, whatever it was, you know. You've gone through the the hard parts of doing the business and now you're you're doing it, you're having fun, you're doing what you're supposed to be doing, letting people know about it. And yeah, technology is it's taken care of so many friction points in our business that you just you gotta love it. It's it's awesome.

SPEAKER_05 22:24

I don't know if they would do it, especially with the money.

SPEAKER_04 22:28

Now, with this, um minimum income come out of my pocket.

SPEAKER_05 22:35

But back in the day, you're gonna spend at least $500, maybe $2,000 just to join the business and may not make any money.

SPEAKER_04 22:48

And we have a disclaimer I work hard, you may not work hard, I may make money, and you may not make money. So we let them know that.

SPEAKER_02 23:04

So perfect.

SPEAKER_03 23:05

That's cool. Well, wow. Uh time flew. I definitely want to uh pick your brain and uh yeah, we uh have obviously have some mutual friends, been to some of your company events and everything, uh spoken a couple company events, I should say. And yes, I I really appreciate you uh giving back uh to the industry, but I do have my three lightning questions, three lightning round questions. Charlotte, are you ready? I'm ready. All right. Question number one if you could go back years before you started, what single piece of advice would you give yourself?

SPEAKER_04 23:48

The single piece of advice that I would give myself is to learn before you learn before you earn or learn why you're earning, read more books, listen.

SPEAKER_05 24:06

Well, it wasn't videos back there, but there were plenty of books. I think I've got one that you autograph for me. Um, but that reading and that knowledge changes a lot of your bad thinking. Uh I used to have the thoughts that I couldn't do it. You know, they've already got up there, they've been in a long time, and that's why they're doing what they're doing. I can't do that. I want to do that. I used to go and sit in the front seats after they got up in the front in uh big events and stuff, and I would always wonder how I could do it because I I've had so many businesses. You know, you got your family saying, Oh, what you gotta get? You got something new, you know, you're always coming up with something, and it didn't last for so long. But I would read more, I would learn me better, becoming a better version of myself. I've done so much for so many people that I overlooked me. How I really want to feel. I see myself in the things that I write down for my goal. I see myself there. Before I didn't, I always thought it was for the ones that was doing it already, that's already up there. Okay, I have to clap for them. But I wish that I could be there. But I learned that network marketing is network marketing and not wish marketing.

SPEAKER_03 25:52

Why isn't it working for me?

SPEAKER_04 25:54

I work for it.

SPEAKER_03 25:56

Uh that that that's awesome. Yeah, I appreciate that. And you mentioned books, and you mentioned icebreakers, and we could talk a lot about uh the books that we publish, but here's one. Uh name one book everyone should read, but doesn't have my last name on it. We'll give you a challenge there.

SPEAKER_05 26:15

Um icebreaker is not your name is not on it, your dad's name on it, Tom.

SPEAKER_03 26:20

Yep, on that one.

unknown 26:21

Yes.

SPEAKER_04 26:23

That's a good one. Um what is it? Um trust and believe with rapport.

SPEAKER_03 26:34

Yep, yep, yep, we got the rapport book, but uh what about one that doesn't have my last name? How about that? Another another good favorite from another author. Doesn't have to be network marketing based, it could be you know personal development based as well.

SPEAKER_05 26:47

I read a lot of um books that uh deal basically with just business when you want to go back in the old style.

SPEAKER_02 26:59

Yeah.

SPEAKER_05 27:00

Just anything that dealt with business, it never got to the root of the who, what, and the how you do things. Now, with you guys' books, you actually go word for word on what we can say, what we should say, and how to say it when it's being presented to someone. But most of the other books were lot mostly novels.

SPEAKER_03 27:31

Okay. Well, at least it opens your mind up too. So that's always good. The more we read, something's gonna some we're gonna get something good out of every book, I believe. Even if it doesn't have geese specifics, so that's good. And uh oh, here question number three. Hey, we're all about health and uh you know living healthy lives and longevity and everything, but hey, every once in a while we have to live a little bit. And if we just want to live a little bit, what would be one culinary guilty pleasure that you'd go for?

SPEAKER_04 27:59

It's a homemade lemon meringue pie.

SPEAKER_03 28:02

Oh, all right. Are you uh are you making it or are you gonna find someone to to make it?

SPEAKER_04 28:10

I'll get um no, I can make it. I like cooking. I I love cooking. I would make mine from scratch.

SPEAKER_03 28:21

That's the best part.

SPEAKER_04 28:22

None of that instant stuff.

SPEAKER_03 28:25

Nah, you can get the instant stuff at the store. Homemade is the way to go if you can do it or if you know somebody that can do it.

unknown 28:31

Yep.

SPEAKER_05 28:32

I would make it myself.

SPEAKER_03 28:34

Well, again, Charlotte, thank you so much. I appreciate all your time and giving back to the industry. And uh look forward to uh interviewing at another time. I know there's so much that I wanted to ask, especially about your Las Vegas trip and everything else like that. So we'll definitely have you back on. Thank you so much for having me. I appreciate you. As always, this podcast is free. The most important part is to turn these skills into action. If this episode or any episode will benefit your team, please share it with them. And if you'd like to be the first to find out about upcoming weekly episodes, simply hit the plus, follow, subscribe button. Depends on your podcast platform, but more importantly, looking forward to sharing another episode next week.

SPEAKER_00 29:20

Thanks for visiting the Networker Zone. To get awesome networking tips delivered directly to your inbox. Or for more information about books, audiobooks, online training, including Zooms, and masterclasses, make sure and visit bigalbooks.com.