The Networker Zone
The ultimate podcast for networkers in direct sales, network marketing, MLM or any sales side hustle. 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 Keith Schreiter.
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
The Networker Zone
Getting new team members committed, presenting and building towards events with Julie Werre
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
Mindset of thinking it’s fun not hard
Focusing on the positives
Sales is overcoming objections
Add objections into the conversation
Asking questions
Painting a picture
Scripts and sharing enthusiasm
Make it duplicatable
People will challenge your belief
Industry vs part time jobs
Setting realistic expectations
Investing times
Time is the most valuable asset
Build from event to event
Events from zoom to facebook groups
Getting testimonials and turning into content
Creating an inner circle to start leadership
Don’t prejudge prospects
Free Magic Words for Prospecting audios
The ultimate podcast for networkers and direct sales. Network marketing. MLM or ExcelSty.com. Don't work 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 of the business. Here's your host, Ryder.
SPEAKER_02All right, Taylor Zone. I have another awesome networker, international speaker. She contributes to the Network Marketing Questions Facebook group page, all sorts of things. Obviously, we're here to pick her brain, is Julie Worry. Julie, welcome.
SPEAKER_01Hi, it's so good to be here. I'm very excited and honored to be speaking with you today, Keith. I really admire all the things you're doing for our incredible industry, an industry that I think we're all so passionate about and so proud of.
SPEAKER_02Yes, and we've been talking before we hit record. And uh normally we shouldn't do that because all the good stuff was starting to come out. So we realized that we both hadn't been involved for a long time. And first of all, how long have you been involved in the industry?
SPEAKER_01So I'll give you a little bit of background, which is my favorite thing to share. Um, so when I was a little girl, really little girl, my mom was pregnant with my third sister, and my dad quit his J O B, his job, and opened a business. My parents were network marketers, they were entrepreneurs, and they used to take me out of school to go see professional sales trainers. So I yes, I saw my first sales trainer when I was 12. Um, I remember it vividly, and I know exactly what happened and what I said. I looked up at the stage and I looked up at Tom Hopkins, who was teaching at the time, and I said, I want to do that. And my dad said, Oh, you want to be in sales, you want to be in real estate. It was a real estate event. And I said, No, I want to be on stage with a microphone, talking from stage and being that guy. And then every time my mom or my dad would have a presentation, or they would have other direct sales people come in and do parties or whatever at our house, I was sitting at their feet, listening to every single word, couldn't get enough. And they'd say, Does anybody in the room see themselves in front of the front of the room and doing what I do? What I yes, me, but you know, I was a little kid. So that wasn't really exactly the way it goes. So I first started in network marketing, direct sales um with a makeup company when I was about 22. I think I was about 22 years old. Um, so it's been a little while. I will say that it's been a little while. Um, and I just loved it. And I I it was like a passion. Absolutely loved it. I wasn't full-time then, but but okay. Yeah.
SPEAKER_02Well, I was curious, like, was it one of those things that since you you know kind of grew up in sales and in the industry, were you an automatic success? Were there something that you're like, well, I didn't realize it was gonna be that hard, or is there something that stumbling block, or you just got it right away?
SPEAKER_01Wow, that's like never been asked of me ever. And I that's a I can't believe no one's ever asked that before. Um, that is such a great question. I'm trying to think of exactly how it was back then, and it I'm I'm going back in my brain. Um, I I didn't think it was hard. I just thought it was incredibly fun. I had watched my dad, he used to take me on sales calls all the time. My dad in his picture sits next to me, and a lot of his awards are on my wall, and he's so he's with me all the time. But um, my dad just like everybody loved him. He was that guy that, you know, like everybody loved him. And so he was always fun and things like that. And so I really only ever saw the good side. So for me, it was only ever the positives. And then when I got into, yeah, when I got into sales, um, oh my gosh, I was I was actually not in direct sales in the beginning. And I was in, I was selling printing, and this woman had offered me this job. And what I thought she was offering me was a sales job. What she thought she was offering me was a secretarial job. First day on the job, I go to work, nobody's in the room, nobody's at the business, nobody is there. I waited in my car for 45 minutes, somebody finally showed up, like, I don't even know what this lady did. I went and I found a desk. It was covered in stuff. Well, I had a Rolodex of people that I had known for years. I was in my, I guess, my early 20s, mid-20s, you know, early 20s. And I just started calling people and making an appointment to come and talk to them about printing. So when the boss finally showed up, believe it or not, at two o'clock in the afternoon, she starts telling me all the things she wants me to do, and they're all secretarial, right? And I said, Well, that's all great. And I definitely want to do those things, but I need to know what I'm selling because I have five appointments set up for next week. So I need to know what I'm gonna do quick. Um, and I just kind of never took anything that happened as a negative until I got older. Like in the beginning, it was just all fun and play and laughing and everything was a triumph. And there, and then as I got older, I started to kind of feel more beaten up. Isn't that funny? That's kind of the opposite, right? Like most people, it's the other way. Exactly. I know it's weird. Um, and then now I would say that I'm back to that moment of play because at some point what happened was I switched it from being all about me and my experience in sales to other people's.
SPEAKER_04Okay.
SPEAKER_01And that's and now and now it's all play again. It's it's fun, it's it's a chess game or jump rope. It's kind of like jump rope when you're overcoming objections. You know, like I never was good at double dutch, but if you can imagine the two jump rope things going at the same time and you're one foot left foot, right foot, left foot, you're you're bouncing. That's kind of what I think of as sales.
SPEAKER_02Okay. No, that's great because you most of the time people say I struggled at first, but it's kind of cool to see someone that was successful at first. And I'm thinking, okay, how'd that happen? You know, was it the the 10 plus years of being around people that said you can do it, or personal development, or seeing people like all the things that have opened to you? Okay, so let's say that that let's just for argument's sake, that's let's say that's what kind of helped. Now, how in the world do you get somebody that hasn't had that upbringing or hasn't had 10 years of positive stuff or even any positive stuff? They just happen to, you know, find out about the opportunity, things like that. How in the world are we gonna catch them up? Or do you kind of you know kind of baby step them? Hey, try this first, or listen to this, or watch this, or read this? Like, what's your kind of what's your go-to to kind of open up their mind? Or is it you know uh a one-on-one, a video, a Facebook group? I'm throwing all the stuff out there.
SPEAKER_01Right, exactly. Like, what could it possibly be? Because we kind of tend to throw mud at the wall, right? We like everything. And I'm a I'm a if if somebody, if anybody says it'll work, I'm the one who says, okay, let's make that work then. All right, just I dive in. Um, but I mostly, I mean, I don't know anybody that too too many people like me. It's a very unusual story, right? Like we all agree that my story is rare. Yes, yeah, unique. Um, so I'm usually working with people who see what we do as scary or hard or unusual or different. And I always fall back in my mind on the same things that I heard year after year after year. Things like um people talk about sales as, well, if you can't, if you can't do teach, and if you can't teach, sell. You've heard that, right?
SPEAKER_02Okay. Yeah.
SPEAKER_01I don't believe that. I believe sales is a profession. So I I institute that in my conversation that sales is a profession. Um I learned to put whatever objection that you're going to automatically hear into your initial conversation. And your dad talks about this so much, doesn't he? I mean, he really, he really puts that into what we do when we present. Um, I learned a lot about asking questions. So, like for instance, I have a notepad here of questions that were given to me just the other day by your dad again, one more time, and I write them all down. You know, what what would be easier for you? And things like that, and painting a picture. So when I'm talking to people, I'm reminding them of those things and I'm trying to take them to a place where they're feeling the pain rather than thinking about it, where they're feeling a way rather than thinking about something. Because we can think about what we think about, but we can feel about what we're doing and what we're feeling. And if people are feeling a particular way, especially if they're nervous or they're afraid or whatever. So um, when I'm talking to somebody, I'm talking to them and saying things like, well, who's the first person that you would call after you got started to let them know how great this is?
SPEAKER_02Okay. Easy.
SPEAKER_01That's a great question that I've used in everything I've ever sold, from furniture, gym memberships, whatever. Who's the first person you're gonna tell about this? Because whoever those people are are the people that's on their names list, right? Or at least people they're gonna ask for referrals. So then you ask them questions like, well, can you imagine how exciting it would be for us to be working together? Like, what would you tell other people about what we're doing? And when they're not in the moment and when they're imagining it, it's different. And then helping them, coaching them on what to say, I'm a huge script person. Like, I know a lot of people hate scripts, but I love them. I love scripts more than anything because it's something you can lean into if you get scared or worried, or what if I say the wrong thing? But I am a believer that if it's the right person and the right fit and the right time, just sharing your enthusiasm, the words don't matter. Like it's just kind of what you're expressing, how much you love it and and why you're there and who you're there to be with and things like that. It's kind of kind of where I go. And I want people to feel that. I want them to feel safe. And um, another thing that we like to do is is always um group teamwork, you know, team calls. They used to call it a power hour and stuff like that where you'd get on the calls together.
unknownYeah.
SPEAKER_01It's so much easier to do something when you have somebody standing with you. And so that's a really big um big thing. And and now that we don't do things in person as much as we used to, we do more stuff online. We can't get together and do those meetings that we used to do. Everything's online doing everything, or you know, I think we're moving back the other way. But for a while we've been doing that. Yeah, it's it's kind of an interesting dynamic too.
SPEAKER_02Yeah, I can see where some of the questions that you're asked as far as some people may be reluctant. And I'm thinking they're if they're reluctant, we need to work on their belief, or they're not sure what they signed up for, they don't believe it yet. But the way you're painting a picture, like it doesn't really matter. And yeah, the I know scripts, I call them formulas. Some people, oh, scripts, you know, but they need to know what to say because if not, they will mess it up. We've all messed it up. Everyone's been guilty. If not, you're gonna mess it up eventually. Like you need a fallback, and that doesn't mean you have to do word for word, but you have to know the right words, like you can't just yeah.
SPEAKER_01I hope we messed it up sometimes, right? I hope we mess it up.
SPEAKER_02Um, yeah, so for people that are doing the power hour, as we used to call it, or you know, d doing things online. Is there ever a time where people go, okay, wait, uh you know, I I I didn't know it was gonna be this hard. How do you like ease them into it, or you just you're kind of taking them step by step so you don't run into those issues as far as like, oh, this may be hard? Like, what's what's one way that you're getting, or you just you just give them so much belief that you'd be crazy not to do it?
SPEAKER_01So um I do have a little bit of a cheat. I have a cheat code, I think of it that way. Um, so I did marketing for a really long time. After I was selling printing, I I did marketing, I sold marketing, and then I got into graphic design. And um one of the members of my team, she's I my ride or die, Brenda, um, and I've I have two partners in crime. I have Linda and Brenda. Okay. And Brenda is on me like crazy to make sure that everything I do is duplicatable. And that is very difficult. Would you agree?
SPEAKER_02Because absolutely.
SPEAKER_01It's hard to duplicate every single thing we do. So no matter what I'm doing, I'm always hearing that little voice in the back of my head saying, is this something that your team can do? Is this duplicatable? So we created a lot of tools that made it really duplicatable for the team to be able to share anything they want, including scripts or including things that they can say. But I always tell people the same thing. The only reason I know how to do what I'm doing is because I screwed up so many times. Like you do not learn how to do what you're doing and to become, you know, choosing this as your life and loving it and all that stuff until you fall down and stuff and stub your toe and skin your knee and wear a band-aid and recover and then look back and go, Oh, yeah, won't be doing that anymore. I want to do this now. And so that's what really helps you to be more getting back to that triumphant feeling, like you've overcome something. And it also is what builds the belief even stronger when you get to the moment where you can stand in your own shoes and say, I know this is right, I know this is the thing, I know I'm in the right place. I have my belief in myself. So, like first you're believing in your company and your leader, and then you're believing in the product, and you're believing, wow, this product really works for me, or this system really works for me. And then you're believing in the story and the message that other people are sharing. And then all of a sudden, one day, your belief is really strong. And in the beginning, people are going to challenge that because everybody challenges you in everything that you do. That's just the way we are. We a little bit have become the I want to make sure everything is right of society for a little while here. And so there will come a moment where you stand there and say, it doesn't matter what those other people say or do. I know in my heart and in my soul and in my body. I think Lisa Nichols says it the best in the secret. She says, You know, like you know, like you know, that this is the thing, this is the right thing, and I'm in the right place at the right time. And I would say that your first feeling in that might be your company or your product, but there will come a moment where it won't even be that, it will be the industry. And it will be network marketing is the only thing that I will ever do ever again, as long as I live, because this is the right thing for everyone. Older people, younger people, people who can't leave the house and work, and and people who are out on the road and and and wherever they're traveling to. You will get that belief so much so that no matter what anyone says, you've got the shield of armor. And and look for that day. I will tell you, that was the day when you look for that day. That is the day when everything will change for you because your confidence is so high that this is the thing. That's that's really how I feel about it. And and I really do feel that strongly about it in my soul, that this was the thing I was really always wanting to do. And I've been a full-time network marketer for a long time at this point now. But if you look at anything else, and I will say this do your due diligence, do yourself a huge favor after you've been in network marketing for a while. Go on to a website where they're posting jobs, part-time jobs, part-time work from home jobs. You want to build belief? Look at those jobs. Because just when you think, oh my gosh, maybe this isn't the thing for me, you take a look at those opportunities because that's what they really are. They're opportunities. You have to leave your house, or you have to trade your time for an hourly rate that isn't worth your time. Could somebody pay you $15 to give up an hour with your mom and dad or your kids?
SPEAKER_04There it is.
SPEAKER_01Or your husband or your wife. No, I'm sorry. $15 is now what a meal at a fast food restaurant is, and I'm not willing to give up time, which is what you can't replace. You know, no, this is the thing. We're in the thing.
SPEAKER_02Yeah, no, that's that's powerful. I didn't want to interrupt you. And it's yeah, the whole time for money thing, once people realize it, it's um it's it's a way, it can be a temporary inconvenience, but at the same time, whether it's the industry or I I guess part of the time, some people were saying okay, I can I can never do that. Some people are like, I'm in, like, there's probably a dividing line, I'm not sure where it is, but at the same time for some people, they just said, you know, I just need an extra $500 a month. And then they realize, okay, well, actually, that's not that hard compared to working, you know, uh you know, 25 extra hours, you know, things like that that they have to do. Um, so how are you kind of guiding them? Because it could blow people away. You know, how are you kind of guiding them to to step up if they'd like to step up? Like how take their career further.
SPEAKER_01Right. So it's interesting because I don't usually get that emphatic and and passionate in front of my team and things. I think it would blow a lot, like you said, blow people out of the water. Like you're really into their water in a good way. Yes, I truly am, but you know, you don't want to overwhelm people and freak them out, right? Like you don't need to go whole hog on day one. It's like you don't want to marry somebody on the first date. You want to walk them, you know, walk them through the walk. And I think in the beginning, it's about relationship, communication, feeling confident that you will be there. It's the difference between being somebody's um teammate, sponsor, senior business partner, and being their enroller, right? So you want to walk with them and you want to show them the way and you want to show them that everything won't be perfect. I'm a firm believer in even when I'm having a conversation, showing a little bit of the it's not all perfect because that helps to set the tone for expectation. Trading time for money. Um, I have a a firm belief in this too. I'm yeah, I have a lot of firm beliefs, but I I have this belief um that when you're doing an onboarding and you're you're talking with people and you're helping to set the tone, people a lot of times will say, Well, how much money do you want to make? And they'll say, Well, they'll tell you some amount, but how much money would be enough to make it worth your while to spend time on this? That's a different question, right?
SPEAKER_02Say that again.
SPEAKER_01How much money would it take to make working on this worth your while? How much time are you willing to invest in this to make it worth your while? And they'll probably tell you a number based on either annual or monthly. Right. But then we start talking about how much time they're willing to invest in this. And what do we talk in terms of days or weeks? Days or weeks, hours. So it's a different construct, right? Like it's it's a different there's the monthly or annual versus the hourly or weekly. So I like to bring those things back together again. So you'd like to make $500 a month, and that is about what is it, $125 a week?
SPEAKER_02Right. I was thinking our ours are into ours are into ours. Basic math just went out the window for a green personality.
SPEAKER_01There you go. Very green. I'm very green too when it comes to this. I'm very blue and very green. I'm very blue and very green. I love the fun and the party and the great time, but I then I get really, really down to the granule, you know, the nitty-gritty. Um, but when you're talking to somebody, you're asking them specifically like how much time and they're gonna talk to you in terms of hours, or they're gonna talk to you in terms of I'll do like five hours a week or this, that, or the other. So then I want to translate their amount of money into the same amount. Okay, so you want $125 a week. Are you willing to work X number of hours per week to get that? Let's say they say, I want to work two hours a day. That's 10 hours a week. Now we're gonna put those times together. And when you start talking in terms of numbers, I'll say things like, if you want to spend 10 hours making $125, I think maybe you could even set your sites a little higher. I think you could do better than that. Or maybe it won't take you as many hours. And then I'll take them into the conversation about what the income generating activities are that they can do in those amounts of time. And a lot of people from my team and my company know I do a talk quite often on building your business in 15 minute increments. That's kind of my my jam, like that's my thing. Um, so I will talk. To them about 15-minute bursts. So if you want to do 10 hours a week, let's think of how many things you can get done in that time. And now all of a sudden, it's so doable. It's so bite-sized. We've taken that elephant and we brought it down to the bite size, you know, eating an elephant in a bite, and it makes so much more sense to them. And then that fear is gone that it's too much time. And then talking to them about bringing people to a group of things, bringing people into the community. And we do a lot of bringing people into the community. Bring them to your VIP Facebook group. Get to know them, communicate, learn what their needs are, and then talk to them about what you can provide for them. Bring them to a meeting, bring them so that they can meet all of the wonderful people that you love so much and you've gotten to know so much so that they feel like this is a safe space. Because all of us learned how to walk and talk and crawl and all the things. And we felt okay to do that because mommy and daddy loved us. And even if we fell down, they were there to tell us it was okay and stand us back up again. And it's the same thing here. We have to give people a safe place. And I'm not saying that in an unprofessional way. I just want people to know there's a safety net. I don't mean you have to be all gushy and huggy kissy with people. I don't mean that, although that's a great thing to be.
SPEAKER_02Some people do, yeah.
SPEAKER_01Yeah, I'm pretty much like that. I'm the I love you at the end of every meeting person. But what I am saying is that even in a professional way, you can say to somebody, I got you. I'm here for you. And even if that doesn't work and you stumble, it's okay. We're all here to support you and help you get to that next level. Get back on the horse.
SPEAKER_02No, that's cool. And kind of going back to the the part-time job thing, and I and I get it, yeah. Sometimes people need to do things to make ends meet, but okay, $125 a week. I mean, that's that's 10 hours of $12.50 an hour. You know, it's that and then it resets versus building a team that pays you for a long time. Or, you know, whether you have a fast track bonus or a retail bonus, or you know, I mean, there's there's stuff you can get right away, but like when we start building a team, like that's way more easier than resetting, and it's not 10 hours, it's what you still have to commute unless it's remote. You still have to uh put up with stuff. Um, this is so much easier. I mean, I'm so glad you did the part-time versus network marketing. That that's so cool.
SPEAKER_01Yeah, it really reaffirms what what decision you've made and why you've made the decision. And I also love to um add in the extra costs. I don't I don't know if you ever do that, but um, you know, if you're going somewhere and you're commuting, it's the gas in the car and the clothes that you need to wear, and you take your lunch and you buy your lunch and you get a coffee at a coffee shop, and whether it's the eight dollar coffee or the dollar fifty coffee, it's still free at well, not free, but pennies at my house, you know, like it's all of the things, it's the daycare, it's all of the things and being here and and I know I'm biased because mom and dad, my parents were home. I know I'm biased, but I grew up with my parents at home with me. And there is nothing like it. And if you if anybody says to you, why do you think network marketing is so valuable and important? If your parents are always there for you and you forget your lunch, they'll bring it to you.
SPEAKER_02Yeah, there's an element of spoiledness uh that I that we get as well, but at the same time, yeah, it's it's the whole time. It's a whole time thing. Like after a while, they'll be gone, or they don't want to hang out with you, or they have they have a life outside of you, or they uh you know they have relationships, whether it's you know, um, you know, uh friends or you know, you know, marriage, all the stuff. Like eventually, like that time's gone. Like, you know, that's a great point. Whether whether someone could, you know, build a business and work half the time now, or it they don't have to be full-time, like you start to chunk out more more time or uh you know, going to conventions. We always brought our kid to conventions. So we're that people.
SPEAKER_01Yes, that's right. I love that you do that. That's so amazing. Yeah, because those are built-in vacations. Now, I do want to talk a little bit about trips and incentives and events because I am also a believer we have to get back to building from event to event. And when I say that, I'm not just talking about the big parties, I'm also talking about the weekly calls or the daily calls, but it's always the forward motion. So in sales, in my belief, it is that everything in sales is a series of next steps. You start with the introduction and the the getting to know somebody, and then you're doing the qualification and you're asking them questions and doing a needs assessment. And then you're starting to learn a little bit more about what their needs are, to kind of do some test closes and find out what you can to see how you might be able to make your system product service, what have you, marry into what their needs are. And then you're kind of moving through the process, you're doing those test closes and you're doing all of these next steps. And with what we do, it's also that way with our events or with the things that we're doing. So, hey, I just wanted to let you know we've been having a great conversation. We're gonna continue this conversation on Tuesday night with a group of us, and there's gonna be a live QA, and I sure hope you could come. On Sunday, we're gonna learn some skills about how to put all these things into practice. I sure hope you can come. Those conversations and continuing from event to event to event really starts to weave a stronger team and a stronger foundation. I I believe. I think that's something that we we stopped thinking about our weekly meetings if they were on Zoom as an event, right? Because we weren't going somewhere, we weren't going to the hotel meeting or whatever, right? So, but that truly is an event. You know, it can be treated as such, it can be treated as an exciting thing or a conversation, however, however the meetings go. I just feel like that's a great way to train people and to talk to them about inviting. And um, one of my leaders, um, Kelly, uh Kelly Vinson and Tina Mousum are my leaders. And one of the things that Kelly really talks about a lot is that when you're helping people get started, you want to help them to learn how to invite. A lot of people feel uncomfortable. Oh, he always makes this joke. It's so funny. Like some people are afraid to invite their mother to their own birthday party. And I always think that's funny because obviously that's ridiculous, but but it's a point, right? Like it's how can you get over the hump of inviting somebody to an event and inviting them in and bringing them into your group and into so maybe you're gonna start with bringing them into your VIP group, or maybe you're gonna start with them coming into a testimonials group or something, but getting really good at teaching people how to invite comfortably so that they don't sound robotic and things like that. I think that's another piece of the puzzle that is really effective for growing confidence. It really does go back to if you can get somebody in front of the person in front of the room or in front of the video, or you can get somebody in front of the tool, let the tool do all the work. But you gotta be able to get them in front of the tool.
SPEAKER_04There it is.
SPEAKER_01So working on that skill is also something that's really crucial. Um which again goes back to scripts. It gets you comfortable with that, and and then you can start to feel really confident and comfortable. I also like to take people to funny places to learn skills. Um, watch QVC or Home Shopping Network or one of those sales channels and watch those professional salespeople get really excited about hammers and lamps and thumbtacks, you know.
SPEAKER_02How's it gonna feel to have this in your house? Yeah.
SPEAKER_01To be amazing. You know, when you start listening to how they transition and how they talk and how they marry in a story, then you start to feel more comfortable. Like, I could do that, I can definitely talk about what I do and what our product is a lot easier than what they're talking about, you know, that kind of thing.
SPEAKER_05You're in the networker zone with Keith Trider.
SPEAKER_02I I love the next step thing. Like when you're talking to somebody that you get you have a training set. After the training, there's already one set because sometimes, oh well, yeah, we'll figure out no, no, have it have it set, even if it's you know, a long way away, we prefer closer than not. Like, I I realize, and uh some people just glazed over it, they may not realize, like you always have something scheduled, like commit to the event at the event. At the next commit to the next event at the event, like you gotta have that. And and if you don't go up and and find somebody that has something to look forward to, start your own, to even have the event on a Facebook group, whatever. Like, have something ready to go. I've seen the opposite, it's not pretty.
SPEAKER_01That's that's actually uh such a great point. If you don't have something on the books, do a Facebook event in your group. What a that is that's a genius tip. That right there.
SPEAKER_02Go live.
SPEAKER_01Gold. That was gold. Go live, right? Like, do do something, have like a little contest. Um, I have learned so much, so much about how to work with Facebook groups and other other groups and things like that to make them really effective and um getting to know people better through groups and asking questions and getting to know people, it feels like we're in a time where people want to be heard and want to express themselves more than ever. But I would argue that if you look back to the 1950s, it was the same. I can imagine that one of the reasons why um home parties were so successful and things like that were so successful, as well as door-to-door sales professionals door-to-door, is because there would be somebody who would be at home all day and wanted to talk to other adults. And so this gave that person that opportunity, and I'm saying person, but I mean woman, gave the woman an opportunity to go talk to other people. And so this is also that opportunity to be heard, and we have so many opportunities. Um, I think another really important thing to do with brand new people, and I'm sure you do this too, is to immediately ask them for a testimonial or a review of the product and of the business and why they thought it was the most important thing for them to get started. And you might even want to do that before they make that decision to help get them over the hump because as soon as they start talking about how great the thing is, they're now they're saying it out loud and it becomes really um something that they've said, heard, and believed.
SPEAKER_02Yeah, that's cool. Yeah. It gets uh they resold themselves on everything, which is which is really neat.
SPEAKER_01Yes, exactly. And then we like to turn those into graphics and into tools immediately, you know, immediately go and make something on you know, some site. You can even do it, I think, on live or reels and things like that, too, where you can just take whatever their words are and drag their picture over and do something like that. And if they have if if if the first tool you give someone is their own testimonial that they can share that they can send to their family member, now that's that's some power, right? Like they in their own words can shoot that out to the masses.
SPEAKER_02Yeah, yeah, there's so many online tools where you can do yeah, text turns into video, or if not, find find a teenager to do it, you know.
SPEAKER_01Right, or or yeah, exactly, or one of those one of those low-cost places like teenagers, right? Exactly. That's right.
unknownThere you go.
SPEAKER_02You like to eat, here you go. This is what you need to do.
SPEAKER_01I love that idea.
SPEAKER_02But yeah, getting heard, uh, community, like all the all the things that you kind of do that you realize we kind of take for granted, like this is how it's always been done. I didn't realize it works, and and we we tend to tend to love it. Now, with community, obviously you said, and I I totally agree. Like we love online for all the stuff, but eventually people like to be in person. Um, is there something that you like to do, whether it's at a big event or whether it's at an upline teen event, is there something like you do to kind of make people feel extra special or kind of build in some extra recognition or an extra type of lunch or anything like that? You know, any tips you have that that you tend to do, you may have to think about it because you may just do it automatically, which a lot of leaders do like that. I didn't I didn't realize I always did this.
SPEAKER_01Right, exactly. And it's funny because um, you know, this is where I'm very blue. Like I like to see the blue things, but then yeah, exactly. Um, so I love presents, I love to send people stuff. I I love handwritten notes, I love to share things like that. Um, but there is something that's a little different that I'd really do love to do that I'm not sure if this is a thing or not, but I really do love to bring the whole team into having a piece and a part of it. So, like if you were gonna have a picnic in your backyard, you ask somebody to bring ice and you know they'll show up, it's kind of like that with your events. If you ask somebody to bring the balloons and you ask somebody else, and like stuff from the dollar store kind of things, right? Like if you could just get the plastic table covers, if you could just get a you know, a couple balloons, if you could do me a favor and make sure that uh we have somebody to cover the the registration table, that kind of thing really does help. Um, and it even goes as far as saying, we're looking to have a great venue. Could you do me a favor and just call a couple places, maybe some connections that you have and see if there's something every time you get somebody involved, and this was actually something my mom taught me. My mom used to, so I went to Catholic school as a kid, so everything had to be paid for by the PTA and mom and dad. So my mom was really active in the PTA because she wanted to make sure everything was covered. So she used to be the one of the co-chairs of the spaghetti dinner and the Christmas bazaar. And she taught me that really you're gonna look for your most effective people to be your inner circle and be the chairpeople of committees. So decide like the the person who's the chairperson is deciding who the committees are, what they are, and then finding committee chair people to chair those committees. And then from that, they can find their own people, and it's like a tree. This is this is what she taught me. So one of the things that I did a long time ago, and I'm gonna try to see if I can find it. Probably can't find it, it's right next to me, but is I sat down and I made a list of all the qualities of people that I wanted in my team. Because if you think about it, we do a lot of mindset work on um what you want in your life. Like, you know, I want a boat, I want, you know, those kind of things. Like you're working toward a house, a boat, a car, a family, a vacation, a trip, right? That's your vision board. And you have mindset around breaking barriers to get to that. But I wanted to do mindset work and I wanted to do vision board based on the people I wanted in my team. So I started thinking about, you know, the qualities of the people that I wanted. So I I and I love to do this exercise with my team. I thought I had it right here next to me. Yeah. And so this is an old piece of paper, and you can probably see it's an old piece of paper.
SPEAKER_04But um it works.
SPEAKER_01Yeah, and at the top I have the things I wanted, and then at the bottom I have the qualities of the people that I wanted. And so it's just like what my mom said. I would I would make a list of all the things and have the committee person be the quality of that person. So when you meet people, you know, we talk about the four color personalities, and within that, you're gonna have personalities or qualities for those people, like, you know, really funny, really outgoing, um, really conscientious, really good at learning new skills, whatever those things are, and you're building your team based around those skill sets. And now when you do those live events, you have people in place that can actually implement all of those things in a very interesting way, and you can have them come together and bring those things uh together that way.
SPEAKER_02Cool. Yeah, so you kind of they take more responsibility, feel more of a part of it, uh, take pride in it. That's cool. All right, and saves your time.
SPEAKER_01Exactly. And you're sure that somebody balloons and somebody's bringing the ice, right? But it really is funny. People want to be recognized for what they're good at, and you want to have somebody helping you and feeling confident, and that also builds the leadership piece. So that really does help. Um, also, I really like for people to have take-home things, you know, whatever they can take with them, you know, goodie bag of some kind, and it might just be a document or, you know, something, but I just want them to have something to leave with. But at this last event, we just had an event on Monday. It was incredible. When people feel confident and comfortable to share their gifts, they will. And when they feel recognized, they will share those gifts. And that really helps to solidify the relationship. Um, and and that, of course, is what I think we're always working on how do we get somebody into the team. But then there's that retention piece that's even more powerful. You want to retain their interest and their production in the whole story, right? You know, like they they're a piece of the puzzle. So that helps.
SPEAKER_02I just realized time is blind and I didn't even ask half the stuff I wanted to ask you, which is good. That means I can get you back on. I'll force you back on. I'll put it out there.
SPEAKER_01Allow a talker.
SPEAKER_02No, that's it's a good thing, and that that's the best part, is like when we realize, okay, let's go deeper into this because people like people get value out of you know the the community and and and all the things that that you've shared. That's that's really uh really cool. And um, yeah, people, yeah.
SPEAKER_04Thank you. Built to event yeah, I firmly believe that.
SPEAKER_02Yeah, that's cool. Um, but yeah, so we'll definitely schedule time and a couple months to have you back on. But um, you know, before I let you go, I got three more questions for the lightning round. Okay, the lightning round.
SPEAKER_01All right, I'll be super fast this time.
SPEAKER_02All right, well, that's you can need to elaborate, it's more of a first thing that comes to your mind, which is always fun because that way there's no uh barriers. But I guess the first thing is, and this is gonna be hard because you've been involved in the industry for so long and you kind of have that instant belief because you built that foundation. But if you could go back be when you first got started, like what advice would you give yourself?
SPEAKER_01Uh talk to everyone, don't prejudge.
SPEAKER_02Ooh, that does that bit you a couple times. It's bit me a ton of times.
SPEAKER_01Permanently for many years.
SPEAKER_02How much money have we lost because we ah nah? Whoops.
SPEAKER_00He won't, he won't, they won't, right? Oh if only I could go back.
SPEAKER_02And now with social media, you can see that they're successful in another team or another company or in another industry that would have been so much easier.
SPEAKER_00Right, exactly. Exactly. Squandered that opportunity.
SPEAKER_02Yep. Yeah, time went by. Uh question number two. Which uh maybe one book or one audio you recommend everybody read. Doesn't have to be in industry specific, it could be you know business in general, it could be lifestyle, it could be mindset, you name it.
SPEAKER_01Usually it's usually sitting right next to me. It's the book that I read the night before I got started in sales when I was 19 or 20, and I couldn't buy a book, I had to go to the library, and it's and now it's in like the I don't know, seventh, 10, 100th edition. Author's name is Stephen Schiffman. The book is called Cold Calling Tips That Really Work or Cold Calling Techniques That Work. No, can't find it. I I probably gave away my last copy. Um it's usually sitting right next to me. And um that book teaches you such foundational things about what to say and purpose and how to measure success by such a green. This guy is so green, it's fabulous because there's no fluff, there's no fluffy. It's what to say, how to say it. This is the script. Keep moving. And he gives great examples.
SPEAKER_02Yeah, it's gotta be to the point if he's green, let alone cold calling, which is the hardest thing. And you can take those tips, obviously, for anything. That's that's pretty cool.
SPEAKER_01Yeah, everything dating, relationships, buying something, everything, negotiation, it's the whole thing. It's it's and it's a short little book. It's it's like um one that one of the books that you've written.
SPEAKER_02Um, and I it's from agree personality, it's got to be short.
SPEAKER_01That's right. And I and I have lots and lots and lots and lots of books by you. And I mail them directly to my team. I firmly believe that you do that. So it's not just about loving the books. Um, I definitely love that. Um, your first year in network marketing, um, definitely do the color personality books. Um, but here's what I would say you might love books to listen yourself, but do yourself a favor and buy those books and send them off to your team because that that gets them started. And make it a big Al book, make it a big Al and a Keith book because your books know. Matter what and where you are, you can just sit down and read them. Like I've left those books on the plane when I'm traveling because I know somebody will benefit from your book immediately when they pick it up. Just boom.
SPEAKER_02Yeah, and the personal touch of having something sound, it's a gift, uh, that type of thing. Yeah, like yeah, it's thinking about the green personality. It's like it's either a really short book or it's a ridiculously long book. There's no in between with greens and authors. It's like it's either short to the point, no fluff, or way too much information you'll never read through. But either way.
SPEAKER_01That was a manual. They call those manuals, Keith. At that point, it's no longer a book.
SPEAKER_02It's an empire encyclopedia set.
SPEAKER_03There is one other author who did that, yeah, on network marketing. It's so funny. Hang on for a sec. Here it is. I had to find it. This is it. This is the book. Yay!
SPEAKER_01I've given away my first editions. This is like a new edition. I give them away all the time. This is like so you can see how short it is.
SPEAKER_02Perfect. Uh all right. Well, well, the one last one. Question number three. Hey, we're all about health and staying healthy and living life. But at the same time, hey, we gotta live a little. Uh is there one thing that you have that guilty pleasure, that culinary guilty pleasure? What is it?
SPEAKER_01Okay. This was the wrong question to ask me. I'm gonna tell you right now, I'm I am gluten-free and dairy-free, and I'm allergic to what they call stone fruits. So apples, peaches, pears, and plums. So for me, guilty pleasure might be um tapioca.
SPEAKER_03Yeah. Embarrassed to tell you that. It sounds like an old lady food, but I can eat it.
SPEAKER_01It's gluten-free and dairy free, and I can eat it. But I mean and there's no dairy, so I really like that. But if I could have anything again, if I wasn't gluten-free, I would have Domino's pizza.
SPEAKER_02Oh, do you like the tapioca? Do you have like the little um like we put it in the the tea, like a boba tea type of? I know sometimes it's tapioca, sometimes it's not. Have you had that?
SPEAKER_00Oh, I've never done that. Boba tea, something they call it.
SPEAKER_01No, maybe I should try that double tea now. But um, I just started this last year, actually. It was at the very, very end of the year, and I've been working on it all this year, walking every day. I don't do every single day. I definitely have some days that I do miss, but I had gotten up to five miles and I fell off the horse a little bit, and I just started walking again. And so if if I were going to say, What is my indulgence? My indulgence is actually taking the time to mall walk and take as long as I want to do that. And I listen to you, I listen to your podcast, I listen to books on tape, I uh listen to the Bible in a year, I might call a teammate. It feels like the most indulgent time for me because it's all about me and what I want to do. And so that's actually really special for me.
SPEAKER_02No, that's cool. Do you do it like in the morning or yeah?
SPEAKER_01So I'm a mall walker, which I always thought was like older people, but the mall that's by me, and it's only a couple minutes away, doesn't open till 8 45 in the morning. So it doesn't open till almost nine. So I walk in the morning, I walk as long as I can, I'm working my way back up again. I tried walking outside because everybody was like, oh, when the weather gets nice, you're gonna want to do that. And I kept injuring myself on the crooked sidewalk. I will not be doing that again. I will can I will stick with mall walking where the mall is flat. And you know what's really cool is that this time of year, it's super festive. So they're building Santa's chair, you know, where he his little house, and and I can window shop with all the stuff. So now I take pictures of things on window shopping, and it feels so powerful. Nobody else told me you should do this, nobody else recommended it, whatever what you know, like nobody was saying you need to get to walking. It was something I picked for myself last year and like the last couple days of the year, and I have loved it. And I thought I wanted to do it with my husband. He comes every once in a blue moon. Um, but um, but uh yeah, I do it by myself.
SPEAKER_02Yeah, sometimes the spouse that they don't know the rules of how we're supposed to be doing things.
SPEAKER_01Yes, and he's six foot five, and you would think that he would be much faster at walking than he is, and I'm walking and he's not.
SPEAKER_02Oh yeah. But no, I get the indulgence part because yeah, there's I mean, I don't want to go into it too much of a green personality hole as far as how the brain works, but like you know, the whole the dopamine makes you feel good, serotonin, all this cool stuff, let alone uh the brain science of the the blood going through your brain as you're moving instead of sitting, like that it becomes a healthy addiction. So I get the indulgence part, absolutely.
SPEAKER_01A hundred percent. And I've been working at home since 2002, 2002, I started, 2006, I was full-time at home. So when everybody else, the life change of working from home happened, it wasn't a life change for me. But the problem is that when you're only walking about 200 steps a day, which is what it was. I got one of those watches that measures your number of steps, and I was like, maybe 200 steps a day for years. I was like, this is dangerous, this is not okay. This is you need to do something. And I just kind of did some soul searching and was like, what can I do? What can I do that's different? And yeah, I'm loving it. I love it. It's wonderful. Yeah, the dopamine from all the different windows, the serotonin from the feeling good about yourself, and then the endorphins when you're really hustling. Yeah, I mean, all the chemicals. I love it.
SPEAKER_02Oh, that's awesome. Well, yes, I'll thank you so much. Um, definitely get you back on. We'll we'll schedule it in. Well, actually, we'll talk a little bit after I hit stop so that way we can.
SPEAKER_00Okay, okay.
SPEAKER_02Yes, thanks for giving back to the industry and uh yeah, we appreciate it.
SPEAKER_00I've loved it. Loved it.
SPEAKER_02As 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_05Thanks 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.