The wonderful thing about network marketing is we get to pass on all of our top tips and the nuggets that we learn and gather from the people we meet along the way. A second-generation network marketer, Frazer Brookes grew up seeing his parents earn 8 figures from the industry. It’s no surprise that he followed in their footsteps and stepped it up a whole different level through social media. Frazer joins John Solleder on today’s show to share how he built a business of over 300,000 customers. Stay tuned to discover the secrets he’s using to go from being a successful distributor to a world-known coach.
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Super Social Media Man With Frazer Brookes
It is my honor and distinct pleasure to welcome Mr. Frazer Brookes all the way from beautiful Dubai. How’s the weather in Dubai?
The weather’s amazing. I was speaking to my wife. She’s over in Moscow at the moment and it was minus 25 degrees Celsius. I was laughing because I went on the weather app on my phone and it was plus 25 degrees Celsius here. It’s a beautiful day. It’s a beautiful life. It’s been amazing and I’m beyond blessed, that’s for sure.
You’re in Dubai and you are doing all sorts of wonderful things in our industry, social media, and helping a whole lot of people. A lot of people are being impacted by your work. Thank you for doing that. You’re a blessing to our industry. As I shared with you, I was there a couple of days after you were born because your dad, my dear friend, Simon, and I used to work together in the United Kingdom all those years ago. We were together and he rushed off to the hospital. You were born and we stopped by a couple of days later to see your mom. That was a long time ago. The only bad news for me is when you start to interview your friends’ kids, you know that you’re getting old.
John, I’m so grateful for you as well over the years for passing nuggets of mentorship onto my dad, who in turn then passed it onto me. That’s the wonderful thing about network marketing is. We get to pass on all our top tips and our nuggets that we learned and gathered from the people we meet along the way. I’m eternally grateful for the nuggets that you’ve shared with my dad over the years and the friendship that you had with my dad. Without that, I really wouldn’t be where I am now. I would say it’s hidden legacy or instead of residual income, it’s residual impact where instead of you’re getting paid for the work you did once, it’s your impacting people for the things you’ve said once. I’m super grateful for that. Thank you.
Our new book, Leave Nothing to Chance, which this show is based on, we have to call it Leaving Nothing to Chance. Everybody’s wondering why it has to be leaving. One of the big banks owns Leave Nothing to Chance, which I’m not sure what that’s about. Anyway, we’re Leaving Nothing to Chance on the show. I know you’ve read the book. Tell me what principle stands out to you most?
I won’t forget the book because I read it on my honeymoon in the Maldives. There are not many parts of the world that can top that. I’m grateful for that, but I was thinking this earlier. It’s principle nine and it’s all about showing love to others. I’ve grown up in a very competitive family in a competitive industry. I was saying to you that I believe network marketing used to be a mainly competitive industry. Generic events weren’t really around way back when. It wasn’t promoted from what I could see in my family that like, “Go to outside events. Learn from other people and have cross-company friendships and all that.” Now, we’re transitioned into a more collaborative industry where people are friends with people in different companies and top leaders. If there’s beef between each company, the leaders might even get to get together and just be like, “I’ve heard you guys are saying this about us. Let’s nip it in the bud.” It’s never the leader that is having the issue, it’s the team and the team that has the issue.
When I read principle nine, I realized the moment my business and my career changed was when I stuffed the focus on giving love to other people, especially when it came to my specialty, which is social media. My engagement, my growth, my followership, my influence and my authority grew only because I gave love to other people first. I’m a great believer in we love our parents because our parents loved us first. I believe in order for you to get love, you’ve got to give love. That principle hit me because I don’t think people talk about it enough genuinely. If you want to build a big business now, especially in social media and network marketing, it’s fundamental that you show love to other people. Don’t even expect it back because it will come back in different ways. I’m glad that’s one of the fifteen principles.
You were raised by a mom and dad that I know so well. I have spent so much time even in their home. I don’t know if you remember, you were a pretty little guy but I’d come to your house whenever I’d be up that way in the UK and spent a lot of time with your dad, especially. You were raised by somebody who certainly believes in self-development. Do you remember the first book that you read that you had that a-ha moment where you said, “I get it?” If so, what was that book?
When it comes to a book, the book was Rich Dad Poor Dad. It feels like such a meh because that’s the book that’s helped a lot of people booked but it triggered something for me. It wasn’t the reason that made me go, “I need to have an income stream that I’m in control of.” Like you, I traveled all over the country with my dad in his car. You will know that he will not listen to music. Even now, if the music is on, he will turn the music off because he doesn’t like to fill his head with songs and music. He wants to fill it with personal development.
I would say the Earl Nightingales, Jim Rohns, Bill Britts, Dexter Yagers and the Larry Thompsons, the biggest thing that I remember as a kid is “Please turn over to side B for more” from Jim Rohn. That was the cassette tape you used to put in it. You used to play it and then you have to take it out and put it back in and you would get the second half. I wouldn’t say the book is what made me go, “I’ve got to do network marketing. This is it.” I would think it was the piece of personal development I heard at the absolute right time in my life that then pushed me to get started. Listening to all those cassette tapes and I genuinely believe we’re in a bit of a problem in the industry of network marketing right now.
I’ll touch on this real quick. I’m a second-generation network marketer. One hundred percent of my life is being in network marketing. I’ve been around my parents doing it. You think about it as the kid, I’m in my mom’s arms, she’s rocking me to sleep or whatever the technical term for that is, and I can hear my dad on the phone. Maybe he’s talking to you, maybe he’s doing a three-way call. Maybe he’s pitching prospecting, inviting, celebrating and recognizing. I walked past the room and I see my dad doing a business presentation in front of ten people. I get taken to the event. I’m at the back of the room in the pram. I’m hearing people as you speak. I’m not going to go into all the names. There are too many of them to mention. I’m seeing them on stage, presenting and speaking. I didn’t make any notes. I was 2, 3, 4, but I honestly genuinely believe it’s still up here.
The reason why I tell you this is because I think the problem in the industry we’re having now and is from someone who promotes social media. Please understand that this is coming from complete honesty and transparency. The problem is people are trying to do their business by typing. I would not know 95% of what I do today if my dad just typed his way to success because I wouldn’t have heard it. I wouldn’t have heard what he was doing. I wouldn’t have heard what he was saying. I believe that personal development led up to it and I’m so grateful for it.
Rich Dad Poor Dad made me realize I’ve got to do something about this network marketing thing. I also believe that we have to use our voice and our body to communicate and not just our phones. Otherwise, if you’ve got kids and you’re building your business around your kids, I’ll tell you this, the best thing about building the business as a parent and network marketer, without being a parent, is not the money. It’s the impact you’ll have on your kids. The fact that your kids will look up to you as their heroes because of what you created and what they’ve seen you do.
That’s a great book by the way. It’s one of my favorites, certainly too. Let’s say that you were back in the Maldives with your beautiful wife. I know you got married. It’s because of technology obviously, and what you just said, listening and you’re right. That’s a great point. Many parents are doing that, myself included. The typing stuff instead of letting your kids hear. You’re in the Maldives and they say, “You can never go. You can never leave.” There are only three books, CDs, DVDs, podcasts or whatever you want to call it. There are only three that you can have with you. What are they?In order for you to get love, you've got to give love. Click To Tweet
Three books. I’m not allowed to mention your book and I’m not allowed to mention my book.
Those would be the top two.
It’s Leave Nothing to Chance and we’ve got I Dare You. We’ve got the two bonus books, one of yours and one of mine. I would say the first one and the reason it’s the first one for me is because it’s the one that made me go on a winning streak about many years ago, that I’m still on now. It made me realize the power of consistency. The book’s called The Compound Effect by Darren Hardy. I think it’s simple to understand. We all have been told it, but I didn’t get it until I read that book. When I see myself dipping, I need the reminder of the compound effect. That’d be the first one.
The second one would be The Richest Man in Babylon by George S. Clason. I love reading that book. I’ve read it so many times. I love the style of the book. It’s an old-school book. Even the book that I’ve got, the pages are yellow now. They’re not like a white or an off-white. They’re like yellow in color. The principles in there just help with financial education and understanding. Save some, invest some and give some. That’s helped me a lot and that will help me be able to get off the island if I needed to get off the islands I supposed. If I could save up enough money, to be able to get a plane and get me off that place, not that I’d want to leave.
The third one I would probably say is The 5 Love Languages by Gary Chapman. That would help me in my relationship. It’s a very basic book. If you’ve read it, you’ll know the power of it. If you haven’t read it, then I highly recommend it. I’ve grown up around my dad who is, as you know John, is a massive red personality. Everyone’s the same, same message, the different audience and doesn’t adopt it whereas I am red yellow. I amplify, I want to help people. I’ve grown up in a way of just the same message, the same audience.
When I started to understand the love languages and realize, I might be someone who likes acts of service. I like it when my wife does things for me to help me out, but she likes words of affirmation and affection like physical touch. I realized, “I need to speak to people how they want to be spoken to.” Understanding a little bit more about people and personality types helps me just with languaging. Those would be the three books. I wish I could take so many more, but those are the three basic books that I would take with me.
One of the things that come up on these calls and one of the things that I’m dedicated to, the balance of my life and career is to get people to read more. When I say read, all readers are leaders, all leaders are readers. It’s synonymous with success. I don’t care who you are. Certainly, if you’re in our industry, that’s the case. That’s how I’ve spent my career, obviously. I’ve been around people in other things that are successful and it’s the same thing. They got the books. You sit on an airplane next to them, they got a book open or now they’re listening to a podcast or they’re listening to something like your dad always did. Turn the car into the classroom, the airplane into the classroom or whatever. I’m in Dubai now. I call you up and say, “Frazer, I’m stopping by. We’re going to go have dinner but before that, I want to see what you’re reading right now.” What’s on your coffee table?
I’ve got a bit of an interesting one. Honestly, the things are on my desk are my two books, which is a bit weird, but they’re always there. At the moment, I’m committing more time in writing my next book than I am reading a book. I know that sounds completely crazy but what I’ve got next to me is The Four Year Career by Richard Bliss Brooke is the book that I’m rereading. That’s a good book.
Let’s talk about your career a little bit. You’ve written a couple of books. You are writing a third one. I know that. Our audience is generic network marketers and anybody else looking at network marketing. You become such a voice in the industry, especially honestly, for a lot of the younger distributors that say, “Social media, social media.” They ask an old guy like me and I go, “I’m on Facebook.” Let’s talk about that a little bit. Let’s talk about your first book and your second book, and what’s the third book looking like?
Someone said to me, “Frazer, do you have a book?” I said, “No.” I listen more than I read because of the way my schedule is. There’s something constantly playing next to me, like what my dad did to me. It feeds it subconsciously. Someone said, “What happens if something happened to you tomorrow?” I looked at him, I was like, “What?” That’s a bit of an interesting thing to say. It’s the second thing they said to me ever. I was like, “Yeah.” “Let’s think about it. You said your mission is to raise professionalism, that marketing is done online and to unite the industry to make it sexy again. What happens if you disappear tomorrow? How are we going to learn?” I was like, “I should probably write a book.”
What I did is I talked about some of the principles because I believe in principles. The principles and the fundamentals must be learned. I got my phone, I went into like the Dictaphone. The phone version of a Dictaphone and spoke for just under two hours about social media, the fundamentals of social media. We trust the process and the fundamentals. We test the tactics, so to speak. I said the fundamentals of social media, I put it in the book and announced it to the world. It’s not on Amazon, it’s not audible. You can only buy one book. You can’t buy in bulk. We sold 50,000 copies relatively quickly.
It made me realize because it was the first step. It was just how to recruit on social media. Here’s what I love the most about what I do. Most people come to me and go, “I don’t like the way my old school is teaching me how to build marketing. I don’t want to speak to people in the street and nudge them on the airplane. I’m an introvert. I can’t do it.” They come to me and they think like, “I know you’re like the rebel, you only teach social media.” I’m like, “This is what people are getting wrong.” The fundamentals, what John’s teaching, what Larry Thompson taught before, and what Jim Rohn’s taught, you have to learn them first. Don’t come into network marketing and build it on social media. You won’t last because you don’t know the fundamentals.
My fundamentals are to create content so people can at least see you’re out there, comment on other people’s posts so that you’re giving love to other people. People are going to give love to you. The 3rd, 4th, and 5th are the fundamentals, connect with people, communicate with people and close people. Create content, comment, connect, communicate and close. That’s the book. It has a little bit about my dad’s story, my story, and the five principles. It’s a step-by-step guide of what to post, where to comment, how to connect on social media. It’s a platform. Instead of going to the gym and asking someone, you go into a Facebook group and ask them there instead.
I get frustrated, but Jim Rohn says, “Turn your frustration into fascination.” I got frustrated that our industry was going down a very scary path. That there was a big transition onto social media. There were these big incomes being created. I’ve never seen the leadership gap this big or this wide in my entire life. I’ve never seen people who are making $10,000, $20,000, $30,000, $40,000, $50,000, $60,000, $100,000 a month in a 2, 3-year time period and you ask them, “What was your biggest lesson from Bill Britt? What’s your biggest lesson from Jim Rohn?” They’ll go, “How do you spell that? Is it Rowan?” I’m thinking, “No. That has to be a problem.”
I want people to know the fundamentals first and then come on to social media or use social media. The first book’s all about recruiting. The second book is all about duplication and getting people started on social media. It’s the fundamentals and how you do the fundamentals on social media. This is part of the fight that I’m fighting with my own personal brand. I want to be known as a social media guy. That’s what I’m known for. That’s my specialty, but I don’t want people to think I can only do it on social media or I don’t go to events. “You don’t go to events. You do it all on social media. You just watch a Facebook live.” No, you go to every single event that you can and even more. It’s a problem, but we’re getting there, step by step. I think we’ll be bigger, stronger and better as a result of it.Social media helps a lot of people with confidence. Click To Tweet
The third book I know it’s in process, but give us a sneak peek. What’s it called?
I can’t get the title just yet because I have to get it passed legally to see if we are even allowed to call it what I want to call it. It’s basically the network marketers’ online journey to paradise. In fact, it’s similar to the fifteen principle and concepts for the online space. It’s all online. It will be connecting and following my main principles with a little bit more strategy. I like to tell a story and give a strategy. It’s how I process the book. Hopefully, that will be out in October 2021. I want COVID-19 to pass before we bring that one out, but I’m excited for that one.
Congratulations and I can relate. I know writing these books is a labor of love. When you write 5 minutes between calls or 10 minutes on an airplane, or while you get an idea at the gym and you go, “I don’t even have a place to write it down.” You got to borrow a piece of paper and a pen. If you can find somebody who has a pen anymore or a piece of paper, which “I’ve got my phone.” Your phone doesn’t do me any good. This is great stuff. Let me go a little bit in a different direction with you. I see two distinct groups of people and there are probably all sorts of hybrids and everything else, but I see two groups of people that because of the pandemic have been almost forced to consider network marketing.
It may not have even been on their radar previously. I’ll tell you the two groups. I’d love your reaction to this. The first group was guys, my age, your dad’s age, etc., the late 50s, early 60s. Maybe they’ve owned their own business. Maybe they’ve been successful perhaps, but they didn’t put enough money away to retire for good. That business is not either going to come back at all or it’s going to come back watered down. Perhaps they’ve been somebody who worked for somebody else for many years. Maybe he was a successful top salesman in whatever the business was. That other group, they’ve been a professional, whatever, and their business now because of technology and now obviously to a lot of employers, the reality that technology can replace people, offices, etc., maybe they’re going to beat either downsized or eliminated. They’re looking at it and they go, “What are my options?” “Where do I make that extra X amount of dollars per month to make ends meet going forward?”
There’s this second group of people who are my oldest daughter’s age, 25. They’re in that same situation that the 60-year-old is in, they just don’t realize where they’re looking at the world and they’re saying, “Maybe I have a degree from a great university. Maybe I don’t, for that matter. Maybe that was in process and all the things happened.” They’ve got a lot of the skillsets that the 60-year-old university probably doesn’t have because they grew up with an iPhone in their hand and technology. They’ve got some skillsets, but they don’t know what to do with them either. As the social media guru that understands network marketing inside and out, what’s your advice to those two groups of people? There are two guys in your office now. They’re sitting in front of you and they’re saying, “We’re looking at this network marketing industry. Why should we do it?”
This might sound basic and simple but that’s me in a nutshell. Why not? What have you got to lose by giving it a go? We all get bad reactions. We all get negativity and objections, but people are afraid of getting those objections, not the idea of actually handling them. People are afraid of the idea that their best friend saying, “You’re not doing one of them, aren’t you?” Instead of them going, “Yeah, why wouldn’t I?” They think, “Really? Do you not think I should do it?” They are addicted to wanting to be sad versus wanting to be happy.
In the 20, 25, 30, 35 categories, I would say, “Go onto your phone. Go on to Screen Time. If you’ve got an iPhone, iPhone settings, Screen Time, it will tell you app by app, how much time you’re spending on each app.” If it’s more than five hours a week, you need to be making money from that time. You’re probably using the Facebook app, the Instagram app, the TikTok app, the MySpace app, whatever app of the week it is when you’re reading to this show. You probably using it already, so why not get paid for it? Why not? Every one of my friends that do network marketing, come on. Grow up. Everyone I know has an iPhone or an Android, but people still mysteriously seem to be buying iPhones and Androids. It’s crazy how that works.
The first group, you said was the 50 to 70 bracket. The people who have been in business. I think that category is a little bit more difficult. I’ll take my dad for example. My dad is going to be 62. He calls me his remote control, meaning that if he needs anything to do with technology, he will call me. He’ll just press my buttons and I’ll do it for him. He quite often says to me, he says, “Fraze, I’m concerned because I’ve never known a time in my entire career where I felt left behind because I can’t learn this fast enough. Everything else, I felt I could learn.”
It’s going to be a little bit more difficult for that age bracket, but the Rolodex of people. Rolodex for the younger generation, it’s your contact list. Your contact list of that age is phenomenal. Every 20 to 42-year olds with a 50 to 70-year-old contact list. Here’s what I’ve identified over the years. I did this by asking my mom. My mom is younger than my dad. That’s all I’ll say, but she looks half my dad’s age. She could probably get away for being half my dad’s age to be fair. I asked her, I said, “As a parent, why do you think other women who are parents, who are like moms, single moms, married moms, whatever moms, why should they do networking marketing?”
She took half a second, just looked at me, and says “Identity.” A lot of women, especially in their 50s, 60s, they’ve been a mom. They’ve got 1 kid, 2 kids, 3 kids or maybe even no kids and they being called mom for such a long time, and all of a sudden, their kids leave the house. They go to university, they have a family and they get married. All of a sudden, there’s no one calling them mom every day. It’s hard for me to talk about this because I’m not in that situation. Network marketing gives you the chance to find that purpose. I think there are two problems that we have in life, regardless of what our age is. Number one is the money problem, joining for the money is amazing. The second problem we have is once you’ve conquered the money problem and money is not an issue, it’s a passion or a purpose problem. It’s the, “What’s your purpose?”
If you’ve got money with no purpose, you’re not happy. If you’ve got money and purpose, you are the happiest guy, happiest woman alive. Different brackets, different issues, but I would give it a go. The worst that can happen is you lose maybe a $300 investment or outlay. If you can call it an investment, $300 outlay, you give it a go and you figure it out. You joined the communities that you ran and you learn social media skills. You’ll have that skill for life. A big tip is to build it offline before you build it online.
Build it with your friends and family before you build it with strangers. Although it is an industry where we turn strangers into friends, friends into family, you already have friends and family who want you to tell them what you’re doing instead of letting them find out on social media. Don’t post on social media first and then tell your friends and family. Tell your friends and family that something exciting is coming and you want to let them know first and then go onto social media and tell the world. At least they feel good about what you’re doing and not the other way.
What’s amazing about the way that you think is you’ve been able to narrow that divide between those two groups of people. I have a 25-year-old daughter. I have a 17-year-old son and a 16-year-old daughter, they’re in a different world than I am. I’m like your dad, by the way. “I have a problem with Zoom, come here.” My son’s upstairs because there’s COVID-19, he’s going to school online. It’s like, I’ll text them, “Come down, I need your help.” He’ll come down and he’ll save me from myself. It’s very true. I love what you said because so many people think this is a social media business and it is. Yet, it’s still a business of talking to the guy on the treadmill at the gym next to you or the guy you play golf with or the guy who is sitting in a church pew with or your next-door neighbor.
A perfect example, it took 38 years Frazer but my sister in New York has finally joined me in my current business because she had an accident and she had a great product result with our product. She’s a doctor. She’s much smarter than I am with a lot more formal education. When she got hurt, I continually said, “You got to take it.” She didn’t take our products sporadically. “I’m thinking that you’re doing me a favor sometimes.” She’s like “I’ll buy the product I’m doing you a favor. I figured you need the money.”
It’s so funny. We’re going down this road with her two kids, who are both professionals, where it’s like, “I want to use social media to build.” We’re saying, “You know all these people to get started.” What you said is invaluable, not just for me, but for thousands of people that are reading this where you’re telling them, “Social media is a tool like talking to your next-door neighbor is a tool. Do it all. It’s going to get results.” You might get some results from social media. You might get some results from talking to your next-door neighbor, but do it all. I love what you said and it’s such a great insight to share.We have to use our voice and our body to communicate, not just our phones. Click To Tweet
I’ll tell you this. Social media will help a lot of people with confidence. For example, the first time I spoke on stage outside of being a kid and my dad gave me the microphone to impress his friends or whatever it was. The first time I spoke on stage as a network marketer, I was 22 years old. My dad grabbed the microphone. He sprung it on me. He didn’t tell me. He didn’t warn me. All my friends were in the back row. I grabbed the microphone at the very bottom. You could see the microphone shake from side to side through nerves from the back row. I burst into tears. I didn’t say my name. I didn’t say a word. I burst into tears. I was so full of the fear of public speaking that I just burst into tears.
Social media and live video helped me. I’m 32 years old and I’ve been paid to speak in 31 countries, which is for me. I don’t mean that to be like, “Look at me.” If it wasn’t for social media, I wouldn’t have become the home presentation speaker, the three-way call speaker. The people on social media, if you’re a COVID-19 baby, just wait until you take a group of friends to an event. It’s not the event necessarily, the presentation. It’s what happens after the presentation, when you get your 2 or 3 friends and you introduced them to the speaker, and it’s like, you can see their mind is blown because they’re speaking to someone who’s speaking in front of a room. You’re missing that online.
By doing social media, like Facebook Lives, Instagram Lives, it gave me the confidence that “People are enjoying what I’m talking about here.” If it goes horribly wrong, I just turn the Live off. I delete it. I get back to my life. That’s helped massively. What you will find is I call it like the ladder of communication in my book. If you text with someone, texts, getting a reply is so easy. They can reply or they can’t write, but the level of conversion is super low. You might have to text 100 people to get someone to join your business, or maybe buy a product. As you climb the ladder, it’s harder to make happen, but it’s a better conversion.
What I mean by that is by the time you get face-to-face with someone in a coffee shop, getting a stranger to meet you in a coffee shop is not so easy. If you master that skill by following the fundamental training that has been passed down from years to years, if you get someone in front of you at a coffee shop, 4 or 5 of those, you’ll get a customer. You’ll get a distributor or maybe even better depending on how much skills and experience you have. If you’re not confident, social media is a great to gain confidence. What I will tell you is don’t just try and text your way to success. Start using audio and video messages. Jump on a Zoom call, meet them at their house, at your house, at a coffee shop. Social media is putting the phone into the fundamentals. We cannot forget the fundamentals. We cannot forget the principles. I believe so strongly in this because more money has been made from the fundamentals and the hustle on social media.
You answered my next question, but I’ll ask it anyway. I realize you’re working generically and you’re working with tons and tons of distributors, companies, everything else, and all of that. Let’s say that one of those two people, the 25-year-old or 60-year-old, or both of them said, “I’m joining a multi-level now.” How do you get them off to a flying start? How do get them so that they see results quickly? What’s your best couple of points for them?
Traditionally again, this is me taking the fundamentals and doing it online. It’s inviting your nearest and dearest round to your house and we’ll do a little presentation. I’ll come around to your house and I’ll do a presentation. I’ll do it. You watch. I’ll do it. You’ll help then you’ll do it. I’ll help. You’ll do it. I’ll watch and then you’ll do it. I’m saying the classic me, me, we, we, you, you. I’d say that principle. Step one, fundamental, write your list. Step two, contact five of the people on that list. I’m not going to tell you how to, just do it how you naturally would. What we’re going to do is we’re going to do what I call an Exclusive Zoom. Exclusives Zoom, I call EZ, E for Exclusive Z for Zoom, because that’s super easy to do.
We’re going to do this Exclusive Zoom. It’s going to be me, you and your five nearest and dearest, your five friends. I’m going to do a presentation. It’s going to be exactly what we would do like in a home event, but people don’t need to drive to your house. They don’t have to get dressed up. They can just watch it on a Zoom call. We’ll probably start with the product. We’ll talk about the business later for the right people. I’ll do that. We’ll do that 2 or 3 times, and then we will go onto social media and I will do a live interview side-by-side on social media where I interview you about why you joined, how we got connected, why you want to tell your friends and family and what the next steps are. It’s 5 to 10 minutes, max.
The reason why you want to do this, especially if you want to build it on social media is you need to make sure your friends and family know that you’re thinking of them before you’re thinking of the whole world. Most people, what they do is they get a phone. They go on social media and go, “I’ve just joined the business. I’m looking for five people who want to join my team. Buy my product. Here’s the link.” Their friends and family see that then they contact their friends and family. What’d you think their friends and family are thinking? “I’ve just seen that post you made on social media. No one liked it. No one commented on it.” “I’m really curious as to what your product is because I’ve seen the link and the information that it points to.”
You need to make sure they know that you love, appreciate, and respect them the most. The fundamental one is to write the list. Fundamental two is to invite five people. Fundamental three is to do the home presentation online if you have to do it online. Fundamental four will then be doing an interview to introduce that you’re in this business to your social media following. Fundamental five is to test and tweak. Go to your upline and tell them what you’re saying, tell you how to follow-up. I’m a great believer that you’ve got to get them winning in the first 48, maybe 72 hours. Get them making a dollar and that they’ll last the 90 days. If they lasted 90 days, they’ve got a good chance of lasting a year. If they last a year, they can maybe create a decent side income for them to get excited about and their partner gets excited about. For those of you who’ve been around the game for a while, you’ll know what happens after that.
That is great advice. I can’t not say this, I hear your dad when you say that stuff. Your dad was such a very amazing teacher. The success that he had in the industry was because of his ability to take very complex things and make them in your face, like, “Here’s how you do it.” Plus, all of the new stuff that you’ve learned, obviously that you’ve taught him and our generation, so to speak. In wrapping up where we are here, you shared a story with me about something that happened with your dad and me way back. I’d love you to share that story with everybody.
John’s name has come up in our household in my lifetime more times than most. I would say his name is probably be mentioned top ten. I want you to think about this. This includes people like your Jim Rohn and your Larry Thompson. It’s come up a lot. I’ve always looked up from John from afar. We’ve spoken before, but not in this kind of environment. I probably was crying or was maybe sick on his lap when I was like 1 or maybe 2 years old. My dad talked about John a lot. My dad says things on repeat a lot as well. He says things time and time again, I have no idea where half of them come from. I’ve got no notes of it, no documentation of it but he’s a very repetitive person, which is great. It’s a good thing. It’s a good skill. He was telling me a story. I said, “Dad, me and John are going to do this interview.” He was like, “It’s amazing. John’s incredible. You’ll learn so much from John but I’ll tell you something.” He said, “I’ve got to tell you this.”
He said that they were in the event. I think he was in London or Manchester. It was somewhere in the UK. They were sitting having a coffee and they were checking out of the hotel. John asked for his bill and said, “We’re just sitting over here.” They brought the bill over and there was a fee or a payment of an international calling fee of 78 PYG, which was like $1. John asked the receptionist or whoever was there, “Can I have an invoice for that payment?” She was like, “Yeah, we’ll get that sorted.” My dad was like, “What? John, it’s a dollar. Just let it go. What’s the point?” John turned to him and said, “Simon, no one got wealthy by throwing money away.” It was so funny because when my dad told me that, a siren or bingo moment going off in my head going, “Bingo.” That’s where you learned it. That’s why you keep saying that to me. Ever since that moment through my life, without knowing that moment happened, my dad tells me every single week, “Fraze, make sure you get your receipt.”
A lot of people will come wealthy giving money away but throwing the money away, no. I’m so grateful that we’ve been able to do this. It triggered my dad to tell that story to me. It excites me because although I’ve lived with my dad pretty much my whole life, I’ve thought learned everything by being around him. I would say I’m more mentored than I am a book mentored. I’ve learned more from mentors being around them and being very fortunate to be around some of the best people in the industry because of my dad’s success. It excites me to know that there are still things that we can learn from people, even if we spent hundreds and thousands of hours with people. I’m excited. I’m so grateful for the industry of network marketing. I don’t even know where I’d be without it.
You share that story and I was sharing with one of the young guys who’s in high school that I’m mentoring on a lot of things and I’m this kid’s wrestling coach, believe it or not. I have been wrestling, judo, all that stuff for many years. I’m also teaching this kid some things because he’s going to grow up and sports will be in the rear-view mirror and what’s he going to do whether it’s multi-level or something else? I was sharing with him that one of the things that impacted me, I was probably 18, 19. I was working as a helper on a job. My father was an electrician. One of my summer jobs was I’d work on job sites, getting coffee, picking up a pipe, all that stuff.
The contractor that we were working for ironically went to the same university that I was going through, Seton Hall University in New Jersey. One day he goes, “Why don’t you come home and have dinner with my wife and I tonight?” I was like, “That’d be great.” A working guy doesn’t get invited to the boss’s house very often in that business. I went to his house and he said, “There’s something I want to show you.” It’s really because we shared the same university, I think that he wanted to do this and he wasn’t that much older. He was maybe 25.
He took me down to the shop where the trucks would come back at the end of the day. He showed me his grandfather, this very old Italian man who was probably at the time, 75, 80 years old. His grandfather would be going the boxes that would come back from the job site, taking the wire nuts and separating them. To the point with your dad, they were like maybe a penny apiece at that time. Maybe now they’d be $0.02, nothing but hundreds of them that he would sit there and he would sort it out in coffee cans. I talked to him and the grandfather said, “If you take care of the pennies, the dollars will take care of themselves.” That lesson impacted me.
A few years later, the only segue I ever took out of network marketing was after my first company had some problems with the Food and Drug Administration here in the US. I was very young. I went up selling life insurance for a couple of years through MetLife in New York. I’ll never forget this as long as I live that I would sit in front of people who are now about my age group. I’d recognize when I would do their finances for them that they would never be able to retire, or they wouldn’t be able to say the same home that they were in or have the same lifestyle. It made me almost paranoid to start to save money.
That’s something as I got back in network marketing in the mid-’80s that I started to teach the distributors around the world is, “You pay your taxes. Rendering unto Caesar’s what Caesar’s. Save for your retirement, save for your kid’s education fund. Don’t go out and buy the fanciest car or the biggest Rolex watch. Have financial prudence, just like anybody would in traditional business.” One of the problems with network marketing is there’s so much flash. Many people think they’re gone impress somebody and they’re going to join. No, they’re going to join because of everything you described. You’ve got a valid product. You’ve got a valid opportunity. You care about people. You’re passionate about life. Those are the reasons people are going to join you.
Those two lessons stayed with me as a kid. I have carried it over into my old age in network marketing. That story that you, a lot of people have those stories. If you think it’s because I’m cheap, it’s not because I’m cheap. It’s because I was raised by parents that didn’t understand money. When my dad died, he left us in debt, quite honestly. I saw that firsthand as well. I said, “I’m never going to do it to my kids.” Thank you for sharing that story. It brings it back. Let me give you the last word. I’ll wrap up when you’re done here. You’ve done so much in your young life and I’m so proud to know you. I’m so proud that your parents, I consider friends for all these years, even if we haven’t seen each other, unfortunately, in a number of years. I’m praying for your dad every day, by the way, and his situation. He’s a great man. Your mom’s a great woman. They raised a great son, but last words talking to thousands of distributors and would be distributors around the world about our industry.
We’re in the shipping business. It starts with a friendship then you build a relationship. Your job is to find entrepreneurship in people to create a partnership. It’ll start with hardship, and it takes time to take the rocket ship to the moon. With your mentorship, you will create leadership. In order to find paradise, you need to get on a ship. Some people will jump ship. Some people will lose that ship, shit happens. Just understand and appreciate. There might be some tips in there about what my new book’s all about. That’s the journey to success in that network marketing. Create friendships and build relationships because even if they don’t join your network marketing business, they will serve you in one way and over. I think the big thing I could give you, it’s such a simple thing is to help and serve people.
One of my favorite definitions of success is by Jim Rohn. He says, “You could measure success by the number of times your name appears in other people’s success stories.” John will appear in my success story simply because of the mentorship that he gave and passed on to my dad who then passed it onto me. Network marketing’s not just about the residual income, but it’s about the residual impact that you bring. If you focus on the impact over the income, the passion over the profits, the mission over the commission, you will live a very fulfilled life.
The first few years in networking marketing might be commission-based and commission-focused but the long-term is mission-focused. My dad always used to say to me, “In the beginning, you’ll do a lot for a little, and in the end, you’ll do a little for a lot.” I’m pretty sure John was in the room when he might have first heard that happen or heard that say. I’m grateful to you, my friend. I appreciate everything that you’ve done. I’m excited for the chance to be able to interview you as well on my podcast. I’m excited to share more knowledge with the world in the network marketing profession.
You have been a blessing to so many people. You’re only just starting. You’ve had such an impact already. I know you’re speaking at a lot of various events. I know you’re speaking around the world. You’re in constant demand. I appreciate the time that we spent together and continue great success. The show is on Spotify, iTunes, a number of other social media and podcasts around the world, number one. Number one, the two titles of my book that you want to find on Amazon is Leave Nothing to Chance with my coauthor Foster Owusu. A great story that Foster has a coming from Ghana with nothing and creating a tremendous life through network marketing in beautiful Toronto Canada. My other book, which is called Moving Up: 2020 and Beyond with my coauthor, Keith Hooper from California. These books, one is how to build a business and the other is why to build a business. Signing off for now. Thank you once again.
I appreciate it.
- Mr. Frazer Brookes
- Leave Nothing to Chance
- Rich Dad Poor Dad
- I Dare You
- The Compound Effect
- The Richest Man in Babylon
- The 5 Love Languages
- The Four Year Career
- iTunes – Leaving Nothing To Chance
- Moving Up: 2020 and Beyond
About Frazer Brookes
Frazer is a second-generation Network Marketer. After attending his first event in 1987 in the womb of his mother, he went on to see his parents earn 8 figures from the industry.
In 2010 he decided to begin his career as a distributor and in 5 years was able to build a business of over 300,000 customers using social media!
After consulting with many companies and coaching leaders in different companies he started getting more and more questions and requests regarding his secrets for success. So he made the decision to go 100% into generic coaching, speaking and consulting to transform the industry of Network Marketing for the better.
Since 2017, Frazer has been able to:
- Speak on stage for 30 different countries
- Start Success Summit, the biggest generic event in Europe
- Become one of the first generic trainers to speak on the GoPro stage, three times
- Host the chart-topping Network Marketing Ninja podcast
- Helped hundreds of thousands of Networkers around the world to start, promote and grow their businesses online
- Write the best-selling books “I Dare You” and “I Double Dare You”