Magnetic Sponsoring by Mike Dillard is a must read for any serious network marketer. If you aren’t willing to buy a legendary book that costs half your monthly autoship from one of the industry’s great success masters, go find yourself another hobby because you don’t have the level of commitment to personal development that Mike will tell you it takes.
The central message of Magnetic Sponsoring is summed up well by its title. In order to sponsor more people you must turn yourself into a magnet. You become a magnet when you have knowledge and solutions to offer in response to common problems. This is often known as Attraction Marketing. In attraction marketing you don’t promote your business opportunity directly. Rather you promote your unique mentoring, your knowledge, your system for success and your tools.
My Book Review for Jordan Adler’s Beach Money was in the top 10 results on Google for a search of “Jordan Adler” only 3 days after I wrote it. This video explains how I use OnlyWire as part of my content distribution strategy.
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Any successful network marketer will tell you that you must set aside a portion of your business’ budget every month for personal development. That includes books, CDs, conferences and also casual dinners with leaders and mentors. What, is the purpose of all this stuff? It is continuing education. Just like a CPA or a doctor or a teacher is required to earn a certain number of continuing education credits each year to renew their license, similarly the serious network marketer invests in their mindset, their posture and their people skills.
As part of my continuing education, I was given Jordan Adler’s book Beach Money by one of my mentors. Who can resist the cover image of Jordan reclining on the beach with his laptop unfurled? I’d like to summarize for you the key teachings that I took away from the book. While this is no substitute for reading it yourself, it will paint a picture of Jordan Adler’s life and key success principles. After you read it for yourself, share it with your downline.
Most Thought Provoking Ideas in Beach Money (in no particular order).
1. The Road to Success Has Many Potholes.
From Beach Money : Jordan Adler failed or quit at 11 network marketing companies before becoming a legend in his current company.
What I took away: Success was always inside of him. Success requires tenacity and dedication. The skills of network marketing take time to acquire and master. The only way to acquire those skills is to keep going. After all, most entrepreneur in ‘traditional’ business fail the first time. Nine out of 10 start-ups fail. Most venture capitalists won’t even fund an entrepreneurs that doesn’t have a few potholes behind them. Facing, learning from, and moving past adversity is an essential trait in a leader.
2. Network Marketing is an Investment
From Beach Money: If your life is yardstick, the time you spend building your network marketing business is only a few inches.
What I took away:This got me thinking about a typical day. The time I spend reading, listening to CDs, and talking to mentors is like the time I spend reading with my kids. It’s a small percent of my whole day, but it will have a lifelong impact and no one can ever take it away from me (or them). Education is always an investment (not a cost). Stop looking at the cost of that book, cost of that conference, cost of that training package and start thinking about how rapidly you can apply what you will learn to get the best return on your investment.
3. Don’t Just Build a List; Nurture Your List
From Beach Money: With some basic math, Jordan shows you that each business card in your rolodex is worth $100 – if you cherish it in that way. Your success it determined by two things…the size of your rolodex and the strength of your relationships with people in that rolodex.
What I took away: My husband summarized this point best. He says, “It’s not about WHAT you know and it’s not about WHO you know. Instead, it’s about what you know about who you know.” So true. Simply knowing a lot of people, but not knowing the first thing about their lives, their skills, their dreams won’t get you very far. If you’ve ever needed to ask for a favor and thought to yourself, “I can’t call that person because…”, then you don’t have a two-way relationship with that person.
4. Go DO Something…Then Do It Better Next Time
From Beach Money: Jordan’s tip #9 is “Act and Adjust; Don’t Analyze.”
What I took away:As a former scientist, almost all on my early training taught me to analyze and study before taking action. Remember measure twice, cut once? It is essential that network marketers with this tendency become self aware about it. Will it be perfect the first time? No. Perfection is not our goal. Our goal is to constantly be improving. You have to take an action before you can improve upon it.
5. Friends and Family Mean Well; Be Grateful for Their Pessimism
From Beach Money: Jordan colorfully describes a Thanksgiving dinner that ended abruptly after a shouting match with his Father about his latest network marketing company.
What I took away:These people mean well. They are trying to protect you and in the process don’t realize the harm they may do. I’m a parent. If my sons were involved in something I deemed shady, dishonest or a waste of time, I would try to steer them away from it. The more they persisted, the harder I would try to counter. This is human nature. Parents flock and hover to protect their young. Next time someone in your immediate family criticizes your choice to pursue network marketing, look at it through a different lens. See that negative comments are an expression of love. The best way to love then back is simply to express gratitude for their concern. “Thanks mom, you are always looking out for me!”
Pick up your copy of Beach Money by Jordan Adler right now and see what life lessons you take away from it. After you finish the book, keep it as a tool to loan to your downline.
I love free samples. Free samples are an excellent way, to introduce new food products and keep energetic kids entertained while mom shops. Stores like Costco get a thumbs up on both fronts last couple times I’ve shopped, I’ve noticed more and more nutritional supplements and natural remedies on display and more often than not there is a little stand where you can sample some vitamins, some juice, some cream, etc. The question I want to address today is whether this is helpful or harmful to your as a wellness industry entrepreneur. Specifically I’m interested in how this affects the smaller, often independent, distributors of such products. I’m coming down on the side of HELPFUL. Here is why…
In his excellent book, The Wellness Revolution, Paul Zane Pilzer clearly articulates the difference between intellectual and physical distribution. The former – intellectual distribution – refers to educating end consumers about the availability of a product or service that may improve their lives that they didn’t know existed or didn’t know was now affordable for them. Physical distribution is the actual delivery (think pack and ship)of those products and services.
Think about the physical distribution aspect of your wellness products business. You probably have a few products on handle for sampling and to fulfill immediate orders. Larger orders or web-based orders ship directly from the manufacturer to the customer via UPS or FedEx. Although you may call yourself a distributor, the physical delivery of goods to your customers isn’t where you add value.
You, the distributor, adds value at the intellectual distribution stage. You educate consumers about advanced in natural products research. You teach then how to read labels. You explain that many low cost supplements don’t actually contain the ingredients stated on the label. You help them select the right type and quantity of products for their family and lifestyle. This is where you add value. Anyone can say “go read about it on my website” or “read this fact sheet”. When you take the time to educate a prospect you enhance the value of the product for that consumer.
Now let’s return to the Costco question. How much do you think the lady with the hairnet sampling the product knows about nutrition, physiology, antioxidants, vitamins, etc. Considering the same person was sampling beef jerky the day before and spinach dip the day before that, the answer is pretty obvious. I actually feel bad for these folks that get stuck sampling joint juice and are asked questions about glucosamine and knee pain all day long. Many times they cannot even pronounce the ingredients correctly. I bet they wish they had the meatball station.
This is a clear example of where excellent physical distribution capabilities (the massive warehouse) do not make up for poor intellectual distribution capabilities. If you perform the intellectual distribution side of your business well, you’ll never be in competition with Costco. You will, however, get a direct benefit. When products hit Costco, Walmart, Target and the like, the public’s acceptance of these products increases making the market ripe for your educational outreach. The fact that wellness products are on the shelves signals that they are mainstream, for everyone – old/young, rich/poor, athletic/sedentary. That’s good for all of us.
So, the next time you see some wellness products being sampled at a warehouse or mass merchandiser, say thanks that they are expanding the addressable market for us.
Magnetic Sponsoring by Mike Dillard is a must read for any serious network marketer. If you aren’t willing to buy a legendary book that costs half your monthly autoship from one of the industry’s great success masters, go find yourself another hobby because you don’t have the level of commitment to personal development that Mike will tell you it takes.
Any successful network marketer will tell you that you must set aside a portion of your business’ budget every month for personal development. That includes books, CDs, conferences and also casual dinners with leaders and mentors. What, is the purpose of all this stuff? It is continuing education. Just like a CPA or a doctor or a teacher is required to earn a certain number of continuing education credits each year to renew their license, similarly the serious network marketer invests in their mindset, their posture and their people skills.
I love free samples. Free samples are an excellent way, to introduce new food products and keep energetic kids entertained while mom shops. Stores like Costco get a thumbs up on both fronts last couple times I’ve shopped, I’ve noticed more and more nutritional supplements and natural remedies on display and more often than not there is a little stand where you can sample some vitamins, some juice, some cream, etc. The question I want to address today is whether this is helpful or harmful to your as a wellness industry entrepreneur. Specifically I’m interested in how this affects the smaller, often independent, distributors of such products. I’m coming down on the side of HELPFUL. Here is why…