In this episode, I’m joined by my friend, network marketing superstar trainer, Todd Falcone, as we discuss methods for recruiting talent, encouraging cooperation, persevering, and recognizing our own inner biases that often block opportunity.

Todd has made a major difference in the field of network marketing, distinguishing himself as a voice of reason, a proponent for integrity, and an advocate of common sense.

Whether you’re in network marketing or are building a sales team in a more traditional business, the wisdom here is not to be missed! 🙂

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Listen to the podcast here:

Recruit Pros with Todd Falcone

We’re going to talk about recruiting pros. I’ve got a guest who makes his living doing that, having done that for himself, and teaching others to do the same. Let me say a few words about recruiting myself. I’m not a good recruiter. I’ve run a few businesses and, luckily, they were businesses that didn’t require a lot of staff because I always had the worst luck at staff. I found that I would hire people and when I would attempt to delegate responsibility to them, for some reason, I would keep hitting walls. I’ve never had the knack for it.

That part of it has to do with the fact that I’ve always found it hard to delegate. I always think that I could do it better. I’m also quick to jump in. If somebody is having a hard time, they’re on a learning curve, then what do I do? I jump in and try to fix the problem myself. It seems easier that way. This is something that I’m very much aware is an ego issue. Many of us have that ego issue. We’d like to think that we’re the best at what we do. We don’t have the patience or wisdom or consciousness to do what it takes to keep our eyes open and look for the right kinds of people, train them appropriately, and let them go ahead and shine.

Instead what we do, and I’m speaking for myself and hopefully for others, we have patterns and we replay our patterns over and over again. Our patterns being the tendency to realize that we keep doing the same things. We keep on picking the wrong people. That could be in business or relationships. How many times have you had the same bad relationships with ten different people? We create or recreate our lives based on old programming. As a successful person, entrepreneur, and business executive, it’s in your best interest and in the best interest of everybody around you to start looking at what it means to reprogram your mind, to see the habits, to see the patterns, to get conscious, and to get quiet. Notice that if your life is starting to re-manifest with the same ingredients and frustrations, then maybe it’s not them, it’s you.

It reminds me of that story about the guy who’s sleeping and his grandchildren came into the room while he’s sleeping. They painted a little bit of Limburger cheese on his mustache. He wakes up a few hours later and he says, “This room smells like Limburger cheese.” He walks out into the rest of the house and says, “The whole house smells like Limburger cheese.” Then he walks outside and he says, “The whole world smells like Limburger cheese.” We’re the ones wearing the Limburger cheese, but we assume it’s everything else around us.

We’re going to be talking to a guy that could explain a little bit about the clarity and discipline that are necessary to get the results you want. To inspire other people to come out and be great. I want to mention on a personal note that Todd and I, we have a good history of being friends and colleagues in the network marketing industry. I’m aware that I’ve got a lot of readers who are in network marketing. I got a lot of readers who are outside of the world of network marketing, some of whom may even have negative feelings towards that industry. I want to suggest and challenge you to keep your minds open because what you’re going to learn here, whether you’re a network marketer or not, comes down to a question of how you treat people, what you teach people, how you show up, and how decisive and clear you are. This is going to be a value to you, regardless of the industry that you live in.

If somebody is having a hard time, they’re on a learning curve. Click To Tweet

I had to fly down to Dallas to speak at the ANMP, Association of Network Marketing Professionals, where Todd was the closing speaker. I ran into some experiences along the way with American Airlines that if you go to my Facebook page, you’ll hear the saga. What it represented in the long story short is that the customer service that I experienced was beyond hideous. A lot of people have written in and shared their similar stories. The only people who wrote into my Facebook page that didn’t think the story was hideous were airline employees who thought that we were a bunch of whiners. I’d like to believe that that there are human beings out there in the airline industry who are willing to own up to the fact that there’s a massive change that needs to happen. That change goes right back to recruiting pros, recruiting people who do the job and more than the job, training them to do the job, more than the job.

I had my camera out while an airline employee of American Airlines responded to me in the following way. I said, “Why is it that you guys made me run three terminal buildings to find out that you had locked me out of the flight when you could have told me before I started running? You could have held the flight, but either way, it would’ve been fine.” She gave me the typical party lines, “Sir, the door’s closed ten minutes before the plane departs.” I said, “What about human kindness? What about sheer human kindness?” She said, “American Airlines has no human kindness.”

 

I swear to you that’s what she said. If you’re running a company where your employees are saying that your company has no human kindness, you’ve recruited the wrong people or there are no right people because your company has no human kindness. I will be introducing you to one of the best-known trainers in the world of network marketing, Todd Falcone, who’s out in the world helping others get results in an area that’s in which he’s been very successful. I guarantee you that learn some cool stuff here.

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I’m very excited to introduce my guest, friend, colleague, and an amazing guy, Todd Falcone. Todd started network marketing at the age of 22 and he’s been at this for 25 years. He’s gone up and down. He’s learned some powerful lessons and he has gone from being a remarkable success in network marketing to becoming a trainer, helping others to learn what it takes to develop a team to create momentum and to make a difference. He’s spoken now in over 25 countries to audiences of over 10,000 people. I’ve seen him do it, he’s marvelous. His claim to fame is that he teaches individuals the fundamentals of success and how to apply those in the world of network marketing.

He’s the author of several powerful training programs and books. He hosts the longest running training calls in the network marketing space. He’s somebody who does something interesting. He invites guests to call in, listen in, and be part of his radio program where he will do recruiting calls. Rather than just talking about or teaching people how to do it, he’ll do it and you’ll get to listen in and see how it’s done. He’s a model, people have experienced him in that way and respect him in that way. He’s considered as one of the hottest superstars in the training and development arena of network marketing and beyond network marketing. I’m absolutely honored and thrilled to have Todd with me. Todd, welcome.

Dr. Steve, It’s great to be here with you.

We were talking and joking about the life of a speaker and running around the country. Do you want to say a few words about your last few whirlwind days?

I was in Dallas twice. I was in Dallas to speak once, then I left Jackson, came on for two days, and I was at this event for the last four days. It was a great weekend being around a lot of major influencers and big-time entrepreneurs. I’m home for a couple of days and then I’ll be back out again to go speak.

It takes just as much effort to go out and sell the right people as it does to go out and sell the wrong people. Click To Tweet

Where are you off after this?

Salem, Oregon and New Jersey.

I want to talk about this whole issue of recruiting and this is something that’s fundamental to the business that you’re in. Would you agree that it’s fundamental to a lot of businesses to have some sense of what it means to recruit?

I know you had commented that some of your readers are involved in network marketing and some aren’t. My focus is teaching network marketing professionals how to be professionals in that arena. The things that I teach would apply to any sales occupation and anybody who wants to drum up more business and who are looking to grow. This is not focused on one profession only. If you’re in sales it, go out of the network marketing equation for a second, you’ve got to go get business. If you’re going to get business, you might as well get good business.

Define good business versus bad business. What are you looking for? When you have your non-network marketing sales hat, what are some of the first things you start thinking in order to maximize your effort?

If I’m thinking from a traditional sales perspective, can this person afford to buy my product or service? Is this person qualified to do business with me? If they had a great product or service experience, could they do they have to influence that can refer me to lots of other business? Thinking in the network marketing side of the equation, that would be my first thought process.

You’re looking to qualify your leads and know that if you’re going to put the effort in on building a customer base, the customers you’re building are people who can afford your product, but are also the people who are influential, have a good heart, and are willing to refer other people your way.

When you connect with people of influence, you get a lot of things done. That’s a fact.

 

Isn’t it true that it takes as much effort to go out and sell the right people as it does go out and sell the wrong people?

It takes a lot more work on the back end with the wrong people.

I’m going to rely upon my readers who are not in network marketing to extrapolate some of this because I want you to stay in your area of expertise and people will hear ideas in it. Let’s talk a little bit about what you’re doing out there in terms of recruiting. What are some of the lessons that you have to offer?

People get involved in network marketing and they’re unsure of themselves. Many of them are unsure of their decision. “Did I make the right decision? Please tell me I’m not nuts.” I’ve been in this for almost 30 years. People are down on the things that they’re not up on. They’ll go poo-poo something, but then we have a chat with them and I’m like, “Tell me what you know about network marketing.” They’re like, “I don’t know.” “Why are you being all down?” When somebody gets involved in network marketing, they are unsure of themselves.

It’s this new entrepreneurial endeavor and it’s their first time to step outside the box and then they go start talking to people to grow their business. The natural tendency is to go down the socioeconomic chain. It’s easier in their minds to go talk, “I only go talk to my broke friends and family because I’m not too concerned about how they’ll judge me, but the super successful people that I know, I don’t want to go talk to them. What if they make fun of me? What if they don’t accept me?”

There all sorts of what if’s that go on in their mind and they end up not talking to the very best people that they could be bringing into their business, the most influential people that have the greatest connections and that’s a very commonplace. When you go down the socioeconomic chain, you’re met with greater resistance and skepticism. Successful people recognize a great opportunity when they see one and they don’t say, “How much money are you making? Why don’t you call me when you were making a little bit of money? I’ll see how you’re doing.” They look at the opportunity for what it stands for, not what you’ve done in the opportunity. What you’ve done in that particular business has nothing to do with the business potential. They look at the business on its own, not what you’ve done in the business.

Successful people recognize a great opportunity when they see one. Click To Tweet

A few years ago, I started this business as a 22-year-old kid with a bunch of broke friends. None of my friends had any money to get started. I had to start going into cold market methodologies to build my business. I was running ads in newspapers, I had to sort through a lot of people, and I started working leads. One day, I was sitting here in my office and there was a Homes and Land magazine on my desk. I looked at it and thought, “Every realtor that I communicated with are pretty sharp. They’re outgoing, they work on commissions, they work on Saturdays and Sundays during open houses or self-starters.”

If I called them about my business, I don’t know if they’re open until I asked. The very simple biblical ask-and-you-shall-receive is universal and it’s true. If you never asked, you never get, that’s how I started this whole recruiting up thing. I got tired of dealing with broke, skeptical people that didn’t understand the value of my business proposition, so I started going after a group of people that were more likely to respond favorably to that message and it was a grand slam home run.

It’s amazing that we are so completely addicted to our point of view that we would rather go out and talk to people that almost have no chance of being a good customer or a good recruit thinking it’s going to be easier. It’s totally harder. The last person in the world I would want to talk to is a family member. You’re never a hero in your hometown. The idea of going outside of your usual circle makes good sense and you then can choose the quality of people you’re going to go after. If you’re going after real estate agents, these people are go-getters and they’re people who have seen money come in their door. They understand the relationship between putting in the effort and getting the results.

It’s the same thing. Let’s look at the real estate agent. If you’re trying to do more real estate business, if you’re talking to broke people that have crappy credit, you’re not going to be selling houses to those guys because they can’t even qualify for a loan. If you’re marketing, you need to be marketing to people that can afford and qualify to purchase a home. I did this many years ago selling media, radio, television or any kind of advertising. I needed to talk to someone who can afford to advertise on my radio station. A little trinket candy shop that’s operating at 325 square feet in a corner street cannot afford to advertise on my radio station, so why would I even want to go talk to them? Versus the car dealer who is doing 300 units a month, that’s the person that I would prefer to call. You’ve got to be thinking about it and that goes back to very basic target marketing 101.

There’s also something in there about understanding where the need is. People who are particularly savvy tend to think that it’s the small guy who needs me the most and the big guy doesn’t need me, they’re already successful. The reality is Coca-Cola and AT&T advertises, the big companies understand the importance of top of mind awareness.

A lot of people in traditional sales and network marketing pre-judge, which is stupid. “My friend, who’s a commercial real estate broker and my buddy who owns six businesses, why would he ever do this? He’s already so successful.” I had a good friend of mine who I played golf with probably 500 times. He was living in Pebble Beach, Monterey, had a good body, and he was worth $60 million net. I thought, “Why would he ever do this?” I never said anything to him. One day he called me up and he said, “Todd, do you know such and such?” I go, “I know that guy.” He goes, “He’s on your sixth level. I’m on your seventh. How come you didn’t tell me about this?” I’m like, “I guess because I’m stupid.” That’s all I can say to my buddy and I prejudged. I thought, “Why would he do this?”

You got to understand people do network marketing for different reasons. I coached enough people where I find that a lot of people think the only people that need money to do network marketing. There are some amazingly successful, highly intelligent, educated, successful people that do network marketing. To me, it is the greatest profession you could be in. I’ve got almost 30 years in the business, not outside of the business looking in. If we don’t ask the question, we’re never going to uncover the opportunity. If you start asking the question to the right group of people, you’re going to uncover even greater opportunities for yourself.

 

Do you want to say a little bit more about why some people are down on their marketing and what we could do to help people understand the value of the industry?

I know why people are down on network marketing, it’s because some network marketers are stupid and some oversell. There are some that are not very well trained, and they go out, and some are not committed. We’ve got someone untrained and uncommitted, you’ve got someone who doesn’t know what they’re doing and they’re going on in the marketplace, “You got to do this. You’ve got to join this. The greatest thing since sliced bread, we’re going to be rich fast” Their friends are like, “Get away from me.” A week later, they’re in another deal and then two weeks after that they’re in another deal. Not only are they doing things the wrong way and in an unprofessional manner, they’re clearly not committed because they’re in a new deal every single week.

If we don’t ask the question, we’re never going to uncover the opportunity. Click To Tweet

All of a sudden, their friends are like, “I’m not answering your call anymore because every time you call me you’re pitching me a new deal.” When you have overzealous people that don’t use their two God-given ears and one mouth, you spend more time listening and paying attention than you are chatting and trying to talk your game and you pay attention. Going way back in the day, there are companies where people would invite you to a wine and cheese party at their house to come over and the next thing you know, they’re pulling out a whiteboard and they’re pitching you a deal. You thought you were coming to a party. That’s a bold-faced lie and it pisses people off. They don’t want to come over to your house anymore. They now have a feeling about the network marketing profession when it was just about how you presented the network marketing profession to that individual.

The tendency to vomit all over people can come from the level above, too. There are people who are out there making false promises in order to make people enthusiastic, and those overly enthusiastic people go out and do the same thing. There’s got to be a certain level of integrity from the very get-go that’s like, “Let’s not treat this thing like a get-rich-quick scheme and not overblow people’s enthusiasm to get them motivated. Rather, let’s give them sound advice about how to talk about this and to whom to speak.”

Network marketing isn’t a get-rich-quick scheme, it’s hard work and character building. It requires commitment and it takes time. When somebody says, “Is this a get-rich-quick scheme?” I’m like, “Absolutely not.” If you like getting rich over time and you’re willing to work hard, we have something that contains the mechanics of wealth leverage. Regardless, it isn’t happening fast. I got back from this event and there are people in that room that in twelve months, fifteen months, or 24 months are making ridiculous sums of money. I won’t even say how much because it’s so significant that some people go, “That’s not even possible.” It absolutely is but they worked their tail off to make it happen. In some cases, those people are anomalies. You don’t see people in twelve months plus busting out $50,000-month checks left and right. It’s someone who’s put their head down and focused to get to that point.

 

The people who are doing well in the business are people who are also empowering other people to do well. There’s a little bit of a stigma out there that the way that people who are getting rich do it by taking advantage of others.

That’s somebody who does not understand network marketing. You can’t make money in network marketing without helping people, which is so different than corporate America. In corporate America, if you’re the manager of my department and I’m a sales guy and I want your job, you’re going to do everything you can to hold me down because there’s only one of your job. You got 27 sales executives on your team and I want to be the sales leader of that team and I’m a superstar, you’re going to probably do everything you can and go, “He’s the superstar kid who may be taking my job. I’m going to see if I can put the thumb down on them and keep them in the sales department. He’s not taking my job because I liked the cushy management job.”

In network marketing, the only way you can make money is by helping other people make money. If I bring you on my team and I don’t invest time in you, work with you, lock arms with you and help you make money, I don’t make anything. If you make nothing, I make zero. This whole myth that the person at the top makes all the money is yet another myth understanding. It’s something that people don’t understand because I can have somebody on my team that out-earns me because they outproduced me. The guy at the top does not make all the money and that’s yet another misunderstanding for people that do not completely get network marketing.

There are people on the call who are not network marketers. They have never done it. Some people don’t know about it one way or the other, and then there are people who’ve got a bias. There are probably two cardinal reasons why the bias exists. Number one is because they’ve been exposed to people who do it with class and do it well. Number two, there are lies out there and there are things being said that aren’t true. One of the things you’re known for is helping people. We talked about qualifying your leads. If you’re going to build a team, are you looking for a certain a person or are you casting a broad net but keeping a closer eye on who the better people are? What does it take to recruit a pro? Let’s broaden that conversation into how it might apply to people in businesses other than network marketing.

If you’re going to build a sales team or a network marketing organization or direct selling organization, who do you want to put in there? Do you want to put a bunch of lazy people that aren’t willing to get to work, that are not socially functioning, and they don’t like being around people? You want to put people in there that love being around others, love with people, love a challenge, love being paid on their production, are natural self-starters, and charismatic. When you start to look at building a sales organization and network marketing company, write down a list of everybody you’ve known since kindergarten and get after it.

Look who are the best people that you know instead of going after those that need an opportunity. Click To Tweet

It’s a little bit weird to call my friend, Bart, who I went to third grade with and I haven’t seen him in 35 years and say, “I was thinking about launching this new business.” He’s like, “Who are you?” It’s a little creepy. If I’m sitting here going, “Who do I know that’s successful?” You have to understand that just because someone’s already successful does not mean that they closed their eyes and ears to opportunity. You never know until you ask the question. My philosophy is, “Who are the best people that you know?” Instead of going after the people that need an opportunity, who are the ones that could capitalize on an opportunity. Don’t judge them because they’re making whatever they’re making, wherever they’re making it, thinking that they’ve got their whole life together. We never know.

You can look at somebody’s life and be envious of their cars, stuff, spouse, and life and all this, but you don’t know what’s going on inside. They can be unhappy, dissatisfied, and stressed out. Your opportunity is to show what you do can help in the challenge or problem that they’re having in their life. The challenge is we make assumptions and that assumption causes us to go, “I’m going to skip that person,” and it’s not a good decision.” Some of the categories that I’ve done exceptionally well in recruiting in network marketing is real estate professionals, insurance, mortgage, small business owners, professional salespeople, inside-outside salespeople, people that run charitable organizations, and people that are big influencers in their communities.

One thing people think sometimes is, “Why would that person listen to me if I haven’t made any money or if I haven’t made that much yet?” The thing is you’re not the deal, the deal is the deal. People put themselves into the picture as if they’re the issue. You’re never the issue. You’re the messenger and you want to work on your messaging, but the opportunity, the company, the product, the service, that entity is what you’re presenting to someone. I understand that people buy the relationship and you need to work on that. You need to work on how you come across, how you represent yourself as an entrepreneur, and how people feel about you. People only buy from those individuals that they like, trust, and feel good about. That’s an important component regardless of what you’re selling in or out of network marketing or in any business. It goes down to, “What do I want? I want to put good people in. If I wanted to speed up the process of growing my business, I want to put people that have put the odds in my favor.”

I’ll give you a quick example. If I said in the network marketing space, “You can only recruit burger flippers from Jack in the Box,” you can either recruit burger flippers from Jack in the Box in your business or you can go talk to real estate agents, which one are you going to choose? Most people are going to go, “Real estate agents.” “Why?” “The burger flipper punch in and out and make an hourly wage. The real estate agent is paid on production exclusively. They sell a house, they get paid.” The burger flipper, they flip burgers and the most social they get is to say, “Cheese on twelve.” Realtors are out calling on people, beating the streets, and building relationships or making connections. The burger flipper has no risk in burger flipping other than getting burned. For the realtor, there are some risks there. If you do well, you’re going to do well. If you don’t, then you’re going to probably have to have a bartending job at night to make ends meet until you get things going.

To some extent, when we look at prospect profiling, we’re going after people that would be more likely successful if they got involved in a network marketing business based on their current and prior track record or history of what they do in earning income. I can make fun of the burger flipper because my first job was Jack in the Box, my second job was McDonald’s, that’s as a sixteen-year-old kid. When I was sixteen, I was a young kid, I wouldn’t spend my time recruiting burger flippers if I wanted to go put people of influence in. I’m now a very influential person but not at the age of sixteen. You want to go after somebody that is more likely to respond favorably to your message and be able to capitalize on it based on what their current abilities are.

You tend to see that in certain professionals more than others. When you talk to somebody, you get a feeling for where their values are, what their work ethic is, and their character. That’s got to be part of what goes into this as well.

The other part of it is thinking about the center of influence of a sixteen-year-old pimple-faced kid flipping burgers at Jack in the Box versus a 42-year-old mortgage broker. Who are they hanging out with? In network marketing is all about your network and who you’re connected to and finding people of influence. If I started at sixteen as a pimple-faced burger flipper, all my buddies would be a bunch of pimple-faced burger flippers or doing whatever they’re doing. If I’m 45 years of age, a professional salesperson, a small business owner, a real estate professional, outside sales, inside, whoever I am, who are the people that I’m spending most of my time with outside of my family unit? Probably people like me, other influencers. That’s how you can grow a business a lot faster by going into recruiting high-caliber people.

 

If I’m recruiting a sales team, I’ve got a company and recruiting a sales team, one of the things that are worth my while is not limiting my field of vision to people who are in my industry but rather to look across a broad number of industries for people who have these kinds of qualities. Does that make sense?

Here’s what I would challenge all of you to do regardless of whether you’re involved in network marketing or not, is who is your customer avatar? Who is your ideal customer? What do they look like? Where do they shop? What are their interests? I would write down the characteristics of who you believe your ideal customer is. It’s surprising to me how few people have taken the time to define who their customer avatar is. Once you do that, you go, “Where do they congregate? How do I find them?” You’re never going to know where to find them until you know who they are.

When people used to suggest developing your avatar and getting a sense of who your ideal customer is, my first inclination was, “I’ve got to know the demographic. Should it be a man or a woman? Should it be a certain age?” Then somebody turned me on to this idea of a psychographic. When you’re trying to draw out a picture of who your ideal customer is, what are they thinking, what are their values, and what are they reading? You could develop an avatar that doesn’t necessarily limit you to a particular demographic, gender or age. What’s important isn’t that, what’s important is how they think.

It’s way more than just age. I have a very deep understanding of demographics because I came out of the world of advertising for a number of years and it was all about demographics and psychographics. What are their interests? Where do they shop? Where does your customer shop? Is your customer somebody that shops at Walmart? Are they somebody that shops at Saks? That’s a different psychographic or it might be the same. It might be a woman, 35 to 54, but they are coming from a different place. They probably have different jobs and backgrounds. They live in different parts of town and dine at different restaurants. You need to know that stuff.

Is there a relationship between the avatar of your ideal customer and the avatar of your ideal employee or are they often the same person?

If we’re talking outside of network marketing, I sure have employees that are serving a different demographic or psychographic and we teach or train them to understand how to work with that specific audience. I don’t know that my customer-base needs to necessarily match my employee-base, but if you did have a match there, if they were the same kinds of groups, it’d be easier for them to connect with one another.

When you go down the socioeconomic chain, you’ll be meet with greater resistance. Click To Tweet

In networking marketing, all the more because you’re duplicating yourself. The things that make you enthusiastic are hopefully the things that make all your downline enthusiastic. Any big wins lately? Anything that’s been that’s different for you in the last year?

I relocated from Scottsdale, Arizona, to Bend, Oregon, which was the greatest move I could ever make. It’s more suitable for my lifestyle and my family’s lifestyle. It’s a better place for my kids. I’m dramatically scaling my business and I brought a number of new team members on board. That’s the big thing on the corporate side. I’m in the process of writing another book and getting ready to do a major US and Canada city tour, probably 30 or 40 cities that we’re going to be traveling around and speaking in over the next six months.

Are all of your speaking engagements in network marketing? Have you done anything outside of the industry?

I’ve done speaking outside of network marketing. Most of what I do is network marketing, it’s my sweet spot and niche. I’ve spent my entire adult life in network marketing, so it’s easy for me to play in that space. I’ve done a number of different events and training for people that are not in network marketing financial services, real estate, sales teams, and different types of industries, but I pretty much stick to network marketing.

When you’re setting up these speaking tours, are you setting up seminars where people can attend the seminar? Are you more connecting with individual organizations and going into those?

When I do any tour, I will find anchors in different cities. For example, let’s say I find a key leader in Dallas or a couple of key leaders in two or three different network marketing companies that could each bring 30 to 50 or 100 people to that event. We fill up that event through our Facebook page. We’ve got, in all my different social media outlets, a quarter million or more people that are following us. Through the different channels that we have, we end up filling up the rest of the room.

The name of this show is Executives Zen, which is helping leaders to lead consciously and profit responsibly. The entire focus of this show is what’s your mind and heart about, what’s inside of you that’s driving you, what’s inside of you that’s helping others connect with you. I don’t think that any of the things that we’ve talked about would be workable if it was one robot talking another robot. There are a heart and soul in all of this. I want to ask you to share about being present, being in integrity, and living with value. Where do some of these human emotional things live for you? What is the part that they play in your success?

 

My ideal is to serve people. It’s a simple philosophy, if you help enough people get what they want, you’re going to get what you want. The reason I stick in the network marketing profession so deeply is I struggled early on. In the first couple of years, I made no money, I had to move home and live in the bunk bed in my mom’s house and she thought I was nuts for doing it in the beginning. It was very humbling. I came back in, regrouped, and still struggled a little bit, but I finally found my way and I had a very successful career in the field as an active distributor before I started speaking on the subject. Honestly, I feel like I owe it to all of these people that are coming back or coming into the profession for the first time to help them figure out how to do this and to let them know you can do this. It is possible.

The challenge that you’re experiencing right now is something that’s not insurmountable. A lot of people want success to be easy. “If success was easy, you’d be weak.” Success is not easy, it’s filled with challenges, roadblocks, setbacks, frustrations, and all sorts of nonsense along the way that’s not so much fun, but without resistance, you cannot grow. The only way for you to grow as a human being is you have to push back. It’s the same thing if you’re going to go to the gym and you’re lifting a one-pound weight, there’s no resistance there. I don’t care how weak you are at the moment.

A one-pound weight is virtually no resistance. If you have a twenty-pound weight in your hand, you started doing curls. You do enough of them, that resistance is going to help you build muscle mass. That’s the same thing with personal growth, it’s important being challenged instead of not wanting the challenges. A great quote from Jim Rohn is, “People wish for things to be easier. Don’t wish for things to be easier, wish that you were better and then work on getting better.”

When I teach meditation, it’s the same thing. You teach people to meditate because meditation is a discipline, it’s a discipline of your mind. Your mind wants to take you off in another direction, but you’re going to prove to yourself that you’ll get better results in life if you could learn how to discipline yourself to bring your attention back. It’s like lifting weights. We don’t lift a weight and think, “I’ve got to put it back down again.” You lift the weight in order to get stronger and stronger. You develop a discipline in your work, mind, and in anything you do and that without it, it’s just immaturity.

If you’ve enjoyed the show, please send your comments to SteveTaubman@Gmail.com and feel free to suggest a topic. If you’d like to learn how to bring me into your company to create a mindful holistic organization of conscious leaders and fearless salespeople, contact me through SteveTaubman.com. If you’d like to learn how to bring Todd into your company to learn more about how to recruit the right team and how to understand the trajectory of your business, please visit ToddFalcone.com.

We end all of our shows with three things, a metaphor, quote, and challenge for the day. The metaphor that I cooked up for is if you’re recruiting or you’re trying to find the right talent to build your business, you have to think of yourself as a bright light with no filters. Picture yourself as a bright light. You’re shining a light on the subject. You’re looking at their qualifications, personality, and what they bring to the table, but with no filters. You’re not casting a pink or orange glow, you’re not prejudging people. You’re letting yourself see clearly what they are in front of you. Use that as a metaphor for this episode, bright light with no filters and see what happens.

If success were easy, you’d be weak. Click To Tweet

The quote is from Matshona Dhliwayo. I happened to come across a number of quotes from this gentleman and I was impressed by the way he thinks. This one has some application here and it says, “A fish that is afraid of drowning in a river is ignorant of its gifts.” What are your gifts? What are the gifts of those around you? Are you conscious of what they are? Our challenge for this episode will be given by Todd.

Here’s my challenge this episode. Since we’ve been on the subject of recruiting professionals, my challenge would be for you is to think up to five people that you know you have not yet communicated with. The reason you haven’t communicated with is that you’ve been intimidated, you look up to them. Instead, reach out to those people this week and introduce them to your product or your opportunity. This is a challenge that I executed in a twelve-week accountability program that I run that creates a major shift for people. When you do it, you’re going to come to the quick realization that professional people are not intimidating, but they’re nice and many of them are open. I have a cheat sheet, it’s called my Seven Steps to Yes Template and it’s specifically for recruiting professionals. If you go to ToddFalcone.com/Yes, you can grab that as a free download. It’ll make it easier when you’re engaged in conversation with these people.

I encourage everybody to go ahead and do that. This has been a lot of fun. I hope you’ve learned something from this experience. Next episode, we’ll be joined by another great motivator in the network marketing space. One of the influential leaders who go by the name of Kathy Pow. Remember, lead consciously and profit responsibly.

Important Links:

• Todd Falcone
• SteveTaubman@Gmail.com
• ToddFalcone.com/Yes
• SteveTaubman.com

About Todd Falcone

As an independent trainer for over ten years now, Todd has dedicated all of his time speaking and training on the subject of helping people creating network marketing success. Todd is one of the most in-demand speakers and trainers in the entire network marketing profession because he speaks from real-world, personal experience.

He regularly conducts training events, conference calls, and webinars in front of tens of thousands of people all around the world, and has spoken now in over 25 countries to audiences of over 10,000 people.

He consults network marketing company owners, coaches and trains top-level distributors, and invests a tremendous amount of time teaching new individuals about the fundamentals of success in network marketing.

He is the President of Reach4Success, LLC and is the author of several powerful training programs and books, Little Black Book of Scripts, Fearless Networking, Insider Secrets to Recruiting Professionals, How to Win in the Game of Prospecting and Cracking the Code to Success in Network Marketing, just to name a few.

For more information on his training programs, visit his Products page on this site.

Todd also hosts one of the longest-running training calls in the entire network marketing profession. For over 15 years, he’s been hosting a live training every Monday night where he teaches strategies for achieving success in network marketing.

Todd’s distinctive style of candid, in-your-face training, layered with comedy has his audiences both laughing and learning at the same time. If you’re looking for a high energy, entertaining speaker with real experience in network marketing, Todd is at the top of everyone’s list.

He’s captured the attention of literally hundreds of thousands of distributors worldwide who swear by his trainings and his comedic, yet direct approach to teaching success. Todd is considered one of the hottest superstars in the training and developmental arena of network marketing.

Todd is a husband to his wife Carla, and a father to his two boys Gianni and Joey. He’s a surfer, a skier, a golfer, and loves to fish and play in the outdoors.