- BestSellerBob: It is important to learn to listen to your true voice and to turn off your critical voice so that you can do what you're born to do. September 2, 2010
- BestSellerBob: We are being nudged toward greatness daily. It is important to recognize those promptings and act upon them. September 2, 2010
- BestSellerBob: It is important to acknowledge people who do ordinary things in an extraordinary way. September 2, 2010
- BestSellerBob: RT @BillWalsh360: I am in London, UK at the amazing TIME EVENT with @larryloik @LynnRose @bestsellerbob http://bit.ly/bsr80Q September 2, 2010
Infinite possibilities
Survey
Loading ...I am talking with you today from a beach on Kauai, with the sound of waves in the background. It is still dark outside since it is 5:00 in the morning here, and the moon is so gorgeous! My wife and I have come here this week to join with other top-income earners in our network marketing company called USANA. We are members of an elite group called the Fortune 25, and we are here to celebrate our success. I’ve been in USANA for about fifteen years, and the company was still relatively new when I decided to give it a try. It was about 1994 when my secretary at the time, Collette Larsen, suggested I look at this company. With poor finances at the time, I was very resistant. I didn’t expect this venture to work, so I wouldn’t listen. Sometimes you may feel that way when I make suggestions on this Breakfast call. The ideas may not fit into your belief system, or the timing isn’t right, or you are prioritizing something else. But some beliefs we inadvertently build up (possibly controlled by our critical voice), which hold us down like prisoners. If you truly want to be in the top 1% of anything you want to do, you must be very open-minded. Even though I wasn’t open at the time, my wife was. She saw the opportunity and eventually I saw the light too. Since the inception of USANA, about one million people have enrolled - some stayed, most moved on for various reasons - and now I am number 24, among their top income-earners in the world. About 200,000 people are currently active in the company.
With my digital recorder, I am excited to record various talks by these top income-earners. What’s their secret? How did they get here? I’m here for the entire week with them, enjoying the island activities together, so I’ve got great opportunities to pick their brains. One of the secrets of wealthy people is to always be seeking the cutting edge strategies to deal with changing times. If the economy goes south, you find a way to adapt, but you never give up. You continue to take chances on new ideas. Some ideas will fail, but you are resilient, primarily in your mindset. I am sure these people will also validate many of my ideas in Cash in a Flash: First, you envision what you want through your “Wow Now”. Second, you must follow the intuition of your “Inner Winner” and ignore your critical voice. Third, you must pull together an active team. These top income-earners have built strong teams and actively motivate the members. These superstars are natural leaders who know how to create visions with their teams. But not all of them were naturals in the beginning. I look forward to asking how they got past their initial skepticism, and went on to become the top of the top.
They most likely spoke to thousands of people to get where they are. And each of these leaders now probably has an average of 200 people currently enrolled in their downline, as either regular customers or associates helping to share the company message. They may have had three times that many enroll over the years, but not all of those people stuck with it. These top-earners would continue to talk with people, and over time they got better and better at presenting effectively. They gained a sense for who they should talk to and how to approach them, what to say and not to say, and how to be persuasive. Most importantly, they learned not to be afraid of the word, “no”. They never gave up, so they eventually became masters at finding and attracting the right people. I will be asking them to share their specific stories and statistics with me.
Many of you on this call might be involved in some network marketing company. And even more of you have at least tried it at one time. Like most people, you may have become discouraged very quickly and ended up quitting. But sales is an inherent part of being an entrepreneur. Network marketing is an ideal way to get started as a beginning entrepreneur, because the product and process is already created for you. You’re not inventing and manufacturing from scratch. You are just marketing, which is the most important skill as an entrepreneur. As long as you don’t give up, or let fear hold you back, you get better at persuasion with practice. And if you only needed to find 200 people out of the 7 billion people on this whole planet, that’s a relative number you can get your head around, right? Granted, this may take a few years, and most of those 200 will settle as regular devoted customers, happy to just consume your product. But this volume of customers still represents a steady stream of income, because these customers do not need to be re-sold. They are hooked on the benefits of using your product on a continuing basis.
Although 90% of your customer base may not be actively marketing the program in order to build a business for themselves, they are still talking about the product occasionally with their friends. They are testimonials. If you keep working with and supporting those 200-or-so customers, you never know what a few of them may achieve. Eventually, out of those 200 people you’ve signed up over the years, about 20 of them might decide they love the product and business opportunity enough to do something with it. They become ready to build themselves a network marketing business, so they start going to meetings and sharing the program with others. They decide to focus on this full time, because they want to earn those residual streams of income, like you do. So about half of them (maybe 10 people) will generate moderate success, averaging between $1,000 and $5,000 per month. But the other half (again, maybe 10 give or take) might be ‘race horses’. The speed at which they grow will take your breath away. They’re out there passionately sharing the message with everybody. These few individuals will excel quickly, because they are willing to do whatever it takes to reach the success they desire. They believe in the product and the program enough to be on fire! They build teams that expand all over the world, such that you are no longer involved with what’s happening with them. In fact, nineteen of the twenty-five people here with Fortune 25 are deep in my own downline, but I had never met them before I learned they had already risen to the top of all the income-earners.
Most people are not quite willing to dedicate themselves like this. Becoming an entrepreneur requires a passionate drive in the face of regular opposition. In network marketing, you will encounter hundreds of skeptics along the way, not unlike most other entrepreneurial endeavors. Not only will people tell you “no”, but they will throw hurtful words at you. You must not take this personally. If you can’t quickly persuade such people to imagine a better future, then you must “sort” past them. You move on to individuals who are a little more open-minded. I learned from Tom “Big Al” Schreiter (a master marketer), that “Amateurs convince; Professionals sort”. This concept might help you anytime you’re having a fear of rejection. You want to be a professional, a master in any form of persuasion. Amateurs try to convince by using their own beliefs and attitudes to change people’s minds. They try to change the beliefs of others. Do you realize how hard that is? They might even persistently beg, which merely creates more discomfort for both parties. However, if you waste little time on resistant people, and instead go find people who already have the receptive mindset, then you are ’sorting’. You speak to a larger volume of people because you’re not afraid of how many ‘nos’ you get. And you sort through them for individuals whose beliefs are already triggered by a change in their lives. When life presents challenges, people seek new solutions. They might be realizing that the way they were living their lives and the state of their finances were not working. Maybe they just lost a job they thought was so secure. You don’t have to change their beliefs because something else has already turned their world upside down, like maybe the economic recession. They are ready now to do whatever it takes to achieve financial freedom. You find these people and present a solution. You’ll sort through a lot of people who say “no”. But since it takes an average of seven “nos” to reach a “yes”, you will rotate back through all the people who said “no”, just to see if their minds have shifted. Have they found a better solution to their problem yet? But you don’t waste a lot of time and energy on convincing. You just move on to the next person, and check back later. Professionals efficiently sort through all the resistant people, and focus on the few who are wholeheartedly ready. And they never give up.
It’s amazing what has happened in my life in fifteen years. Despite my initial resistance and skepticism about USANA, I became committed thereafter. How could I have known that my wife and I would reach this level of success? Year after year, we plugged away at it, delightfully watching this income stream grow. So what are you willing to persist with for ten or fifteen years? Can your dream venture stand the test of setbacks and opposition over time? Are you willing to do whatever it takes to overcome obstacles and plow forward until you get it right? Most people quit early, and go find something else to dabble in. When that doesn’t give them fast results, they quit again. Americans are the greatest starters, but also the lousiest finishers. When you’ve picked a venture, commit to follow it through to your vision of its mastery. Don’t give up. With every stream of income you launch, you mindset must expect success. You must stick with it until the momentum is creating residual income. How do you envision yourself in the year 2020? What will you have persisted with that turned out successful for you? When times get tough, recall your vision of the lifestyle you really want. Imagine yourself walking with me on a beach like this, listening to the waves under the twilight of dawn.
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