If there’s one thing, legendary network marketer, Bob Schmidt taught our guest today, Keith Hooper, it’s the importance of the invitation. When you sponsor a couple of people into your business, you need to know and understand them. You need to find out what is important to them, so they can tell their story. Network marketing is all about those first 30 to 90 seconds, where you get to share your story. That is the art of the invitation. Join John Solleder as he talks to Keith Hooper about what his mentor, Bob Schmidt taught him about network marketing. Learn how you can invite people in so you can get that sale. Start having the right tools for yourself and your team. Get some great fruits of wisdom today.
Watch the episode here
Listen to the podcast here
“What Bob Schmidt Taught Me” With Keith Hooper
It’s hard to believe, Keith, it’s already the middle of October 2022. It’s unbelievable how time is moving along.
I don’t know what happened to March, April, May, and June. They’re gone.
It is amazing. The summer is over, and we’re into the middle of fall, and we’ll be blinking and it will be Christmas, but that’s the way it works. Keith, I wanted to talk about a few things, and we’re going to ad-lib this a little bit. Normally, we go by Q&A, but Keith has been a guest on the show before. Keith co-authored one of the two greatest books in network marketing history, Moving Up: 2020. Keith was my co-author of that book.
Unlike most people who write books in this industry, you and I are distributors. We get paid as distributors. We’re not consultants and not super-duper network marketing superheroes. We’re guys who go out, talk to people all day, get doors slammed in our faces, and get people to tell us that we’re crazy, “That’s never going to work, and you can’t make money with that,” and yet here we are.
Somehow with all of that, you and I have survived. There are some of our guests that have been on the show that are network marketing, not only are survivors but achievers. There’s a common thread that every one of those successful people that I’ve interviewed over the last few years now has had. Let’s talk about some of them. Let’s start with mentorship. You had a great mentor in this industry. A lot of people know him, but a lot of people may not. Talk about who your mentor was and some of the basic fundamental things that he shared with you.
My mentor was a gentleman by the name of Bob Schmidt. Bob is no longer with us. He went to see the Lord in a kayaking accident. He was fishing and had an unfortunate accident kayaking several years ago. Bob was a great mentor. Bob and I were great friends. Not everybody liked Bob, but everybody respected Bob. I happened to like him and respect him. Bob was a very no-nonsense guy.
What that mentorship that you’ve been talking about is that’s what made Bob unique. Bob would tell somebody the truth when they didn’t want to hear it. Sometimes, that made uncomfortable conversations. With that mentorship with Bob and what was so important is he did what he told everybody else to do.
To give a real quick background, Bob had been a Double Diamond Amway Distributor. He had been an executive field advisor in a company. He’d been presidential in something called New Vision. He sold all of those businesses and went on to the next one. He didn’t go from deal to deal and take his people. He built the business, and at a certain point, decided to go another direction. He sold each and every one of those businesses.
When he, unfortunately, passed away, he was with another company. He was making $100,000 a month. He’s pretty successful. Bob lived by the mantra, “Do absolutely nothing that the brand-new distributor that signed up 30 minutes ago can’t do.” That was his main thing. Bob was strong on inviting. The thing you needed to learn was that your 90 seconds, 30 seconds, or 60 seconds, no more than a 90-second invitation for the people to find out something. You did that by sharing a story. Your story or part of maybe whatever the company story is, but enough of it to cause people to want to know more. It was that invitation and mentorship.Don't do anything that the brand new distributor that signed up 30 minutes ago can't do. Click To Tweet
I met Bob in 1989, and I was way down deep in his organization. I just happened to hit off and spent a lot of time with Bob. He died in 2012. We were friends for a long time. Bob’s point was, “If the people you bring into the business can’t be successful, you’re doing something wrong. If you make it about you, about the guy that’s standing in front of the room, the guy that’s on the video, the guy that’s doing the presentation on Zoom, then that person you’re bringing into the business is going to have a tough time.”
One of the things that I learned from Bob, an invitation that Bob used, all credit to Bob for this invitation, “If I could show you how to make some additional income without disturbing what you’re doing, would you want to get all the facts?” That was the invitation. Once he did that, then Bob would say, “That’s great. We’re both busy right now. If I send you something, will you take a look at it?” At that point, we were giving people things or whatever it happens to be.
From there on, he let the tools do the work. Bob’s point is, “Let the tools do the heavy lifting.” That was that part of mentorship. You’re a master at that as well. You’re a master at the mentorship of people and of developing leaders. Making sure that people understand that their job is to develop leaders. Their job is not to be a star on YouTube.
To own your own business is not easy under any circumstance economically, but people who think that somehow they’re going to build big businesses by using one tool, be it social media tools like Instagram, Facebook, or whatever, and that’s going to build a business, it’s not. The reality is it doesn’t. Would I love to sponsor somebody in my business who had 10,000, 50,000, or 100,000 followers? Absolutely.
At the end of the day, until they communicate a message one-on-one or a personal message, “Keith, let me share an idea.” One of the things I learned from one of my mentors is out of the multi-level realm. This was a gentleman by the name of Joe Gandolfo in the insurance industry, and Joe used to say to people that if he could share an idea that’s helped accountants, lawyers or car salesmen, he would personalize it to the profession that he was selling to. I adopted that in network marketing.
If somebody’s a doctor, “Let me share an idea that’s been beneficial to doctors.” If the guy is an accountant, it’s the same thing, “Let me share with you something that’s helped out some other accountants.” I personalize it for them. It’s great to have all that social media stuff. I’ve got some of it and you’ve got some of it, and a lot of people reading this have some of it, but don’t become so reliant on that that you think you’re going to build a massive organization because this is still a business where people buy from people.
You pick up the telephone and you call that friend that’s in your social media world that you know and say, “I want you to hear about XYZ program, product, opportunity, or service for that matter.” There are certainly some services that are great for network marketing. That’s how you do it. A lot of the guys who have never built businesses, they’re writing about all these social media, this and that. It’s not wrong, but it’s not right. I haven’t seen yet where it works.
At the end of the day, this is still a one-on-one business. One-on-one because technology can be email, text, WhatsApp, or all these other things because we all don’t live in the same place. I interviewed Tom Schreiter. Tom is a legend in the industry, one of the smartest guys I’ve ever interviewed like yourself. A guy who takes it very complex subject of building a business and brings it down very simply.
Tom talks about the same concepts about talking to your next-door neighbor. Are you going to get your car? Are you going to drive 300 miles to talk to somebody or to talk to the guy next door that you can say, “Let’s go sit in the backyard and have a cup of coffee, and let me tell you about this?” The masters understand this still, whether they’re old guys like us or whether they’re some of the young upcoming people that understand that.
Let’s go back to Bob Schmidt. I never had the opportunity to meet Bob, unfortunately, but I remember sitting around with Tom Alkazin, BK Boreyko, Jeff Weisberg, and a couple of other guys somewhere, and the name Bob Schmidt came up. Every one of those guys are all very successful distributors in their own right. Every one of them talked about this Bob Schmidt guy and some of the things that he taught.
One of the things that you shared with me that make so much sense is the meeting at night, the normal 7:00 or 7:30 opportunity meeting for whatever company on Tuesday night, Thursday night, or Saturday morning, whatever it is, Bob liked those meetings, but Bob didn’t go to that meeting to do anything else but to sell the real meeting. Talk about that a little bit.
Bob’s point was the 7:00 meeting, the Zoom that’s going to occur tonight, or whatever event that you’re bringing people to, Bob wants to know what three meetings you did earlier that day before that set the table for the people to be there. Bob was always about those other meetings. Bob had a phrase that I love that people talk about, “We want to get the people to the meeting.” Bob’s question was very simple, “When was the last time you bought a refrigerator in a group?” I heard Bob use that 100 times. “When was the last time you bought a refrigerator in a group? You don’t. This is an individual’s decision. That’s what we’re making here.”
You’re here talking about giving the people the truth. There was a statement from that movie, A Few Good Men, “Sometimes people can’t stand the truth.” If Bob was going to sponsor you into the business, the next step after you said you wanted to join the business, Bob says, “Not so fast there, cowboy. Who are the 10 or 15 people we’re going to talk to? If you haven’t decided who those are going to be, there’s no reason to go forward.”
The next thing is you can’t talk to any of them. This was part of Bob’s training that I saw over and over again is don’t go talk to people on your own. You signed up as a brand-new distributor. Bob was always about the point, “Don’t do anything that that brand-new distributor can’t do.” How is a brand-new distributor going to know what tools to use? They’re not. Here’s the point with Bob, “You’ve got your ten people. Let’s have a conversation. Tell me about these ten people. Tell me how you know them and what you think is important to them, and then we’ll develop a strategy on how you’re going to approach them and what tool you’re going to use.”
You and I know the tools, the people that have been in whatever company they’re with for a number of years, know all the tools. That brand-new distributor that signed up 30 minutes ago doesn’t know any of the tools, but they can make that list of ten people and have a conversation with you to get that great coaching job, and they tell you about who these ten people are. You can tell them, “This is a phrase you want to use to get the people to take a look at this particular tool.” That’s how that’s done.
The idea is that you can train those people that that’s all they need to do. They come into the business and make their list of ten people, go through the process, get great coaching, and sponsor a couple of them and go, “Now what?” “Let’s get those 2 or 3 people that you sponsored into the business down. Let’s find out who their 10 or 12 best contacts are. Let’s develop a strategy for them to do that. You listen in while I work with them to do that, and have a conversation and develop the invitation and the tool that we’re going to use for that person.”
By the time you do that three levels deep, you’re going to get the call that says, “Keith, I don’t need you anymore. I can do that training.” That’s where you start to duplicate so you get out of the way. Too many times, people want to be the personality. If you have a business that’s built off of personality, it’s going to be a real challenge because what happens when that personality is not available?
If you’ve got the tools and the invitation, “Let me ask you a question. If I could show you how to double your income without disturbing what you’re doing and being able to do it from home, would you want to get all the facts?” “Absolutely.” “Give me your email, and I will send you whatever tool that I want to use to do that with,” or whatever that invitation part that you’ve developed. The key to that is once you do the invitation to send them whatever this tool is going to be, now is the time that you stop talking, go away, go home, call it, continue to talk, you’re going to lose the sale as they talk about in insurance business.
“Shut up. Take the money.” There’s some truth to that be it network marketing, insurance sales, car sales, or real estate sales. There’s a point when the consumer is saying, “Take my money. I want to move on. I have other things to do. I have phone calls to return. I have to run my business. While you’re making money in your business while I’m buying from you, I’m losing money in my business because I’m not taking care of my customer or my potential customer.”
That’s something that is old school, but it’s learning to shut up and say, “Are you ready to get started?” That’s the key phrase that I learned years ago. If the person says, “I’ve got to go home and talk to my wife, my accountant, my lawyer, or my landscaper,” great. There’s nothing more to talk about. Go home and talk to all those folks, and then let me know and follow up. Most of the time they’re putting you off, frankly, if they say that, in case you don’t know that already. If you’re reading this, you probably already know that.
At the end of the day, there are people that do have to go home and talk to mama or papa and say, “I’m thinking of doing this thing. Let me explain it to you.” Here’s the secret sauce with that one that I found over the years. “When you talk to the missus, let me call her and talk to her too.” You explain to her what you’re thinking of doing, network marketing and product, and present that side as only you can to your significant other, “Let me talk to her. Let me explain that, ‘I’m not looking to take your husband’s money and run away. I work with people and lock arms with people. We’re going to build a network together like your telephone system or internet operator. They’re all networks.’”
I explained the networking to them that that’s what we’re going to be doing, which is a perfect illustration of what you shared that Bob Schmidt taught you is, “Get those first 10 or 15 people.” 3 become customers, 2 join the business, 1 says, “I want to do what you do,” and they’re going to talk to 10, 15, 20 people, start lining them up, and then you’ve got a runaway leg, and you’ve got business and momentum going.
I’m being very reflective the last few weeks for a lot of reasons. In 1983, Tommy Hughes, my sponsor, that’s exactly what he taught me. I got started, and it was like, “Do you have 10 or 15 guys?” “I don’t know what I have, but I had guys.” I started with a guy that worked out in my gym. He was a roofer. He had another friend, and I forget what that guy did, but we had a meeting that first Saturday. I got started on a Wednesday. Then on Saturday, I had these guys and we sat down at Westwood, New Jersey, my hometown. By the end of that weekend, I made $800. In 1983, $800 is $2,000. I was excited. Tommy didn’t need to teach me anything, “I know what to do now. You go back to your house and I’ll do the rest.”
That is exactly how our business still works now, but what’s happened is we’ve gotten it confused that we’re going to be social media gurus or internet gurus. We’re going to be speech gurus. All those skills are terrific, and I’m not belittling any of them, but at the end of the day, if you forget how to talk to your next-door neighbor to tell them what your products and opportunities are, then you’ve missed the point. You’ve missed the secret sauce to our business is to constantly have a flow of people. Let’s talk about that a little bit on your end. You learned the business from one of the greats, Bob Schmidt. What else did Bob teach you? What are we missing?
There’s a lot. As I said, I spent several years with Bob and then I traveled with Bob a little bit and spent some time with him and his family, and got to know him well. One of the things that Bob talked about is there’s a misconception about network marketing being safe. You’ve got the guru trainers that go out and say, “You get twelve new customers a month or something.” You always want to talk to your family and friends. If you don’t believe in your product to the point that you think everybody should not be using it, you need to get in another product. Make sure you believe in your product, you’re using the product, and you feel good about the product. That’s number one.If you don't believe in your product to the point that you think everybody should be using it, you need to get another product. Click To Tweet
The other thing that Bob laid out is building your network marketing business is like building a house or whatever it is. The architecture of it is if you sponsor 3, 4, maybe 5 that will take your opportunity seriously, that’s where your business is going to be built. 90% of your income is going to come from those 3, 4 or 5 people. The key to that is to sit down and make that list. I would suggest more like 25. People say, “I don’t know 25 people.” If you get to throw the party, and I get to pay for it, I’ll guarantee you, there will be more than 25 people on the list. That isn’t the issue. The issue is do you believe in that?
Coming back to Bob, if someone tells you, “I don’t have ten people to talk to,” and won’t tell you who those ten people are, here’s many years in network marketing here, you did something that caused that person to feel uncomfortable that they don’t want you to do to their friends. If you can’t get them to tell you who the people are and develop a strategy about how they should present this to them. If you can’t get to that point, you need to step back and evaluate. You did something that they don’t want you to do to their friends.
I saw Bob do this multiple times. After every meeting, Bob had a routine that he went through, and that routine was, “What can I do better next time?” Not, “What did I do wrong?” but, “What can I do better next time?” That didn’t matter if it was one-on-one or he was standing in a hotel room doing a meeting with 1,500 people in a room. When Bob finished, Bob always took a couple of minutes to evaluate and say, “What can I do better next time?” That sharpened his sword.Always ask yourself, 'What can I do better next time?' Not, 'What did I do wrong?' Click To Tweet
They gave a lot of accolades to Bob because he deserves it. Bob taught me a lot. If you’re sponsoring somebody into the business, and I’m telling you to make a list of 20 to 25 people and we’re going to go through that list and develop a strategy to share this with them, and 3 to 5 of them are going to join you in the business and we’re going to work with them to build a business that can set you free financially, I better make sure I’m not doing something that you don’t want me to do to your family and friends. That was a key from Bob.
That’s powerful because two of my indirect mentors, I never met either one. One I mentioned, Joe Gandolfo in the insurance business, and there was also Joe Girard in the car business. These guys are the real deal. Girard was in the Guinness Book of World Records for retailing, not fleet sailing, but retailing the most cars in history with an astronomical amount.
Gandolfo was the first insurance agent in history to sell $1 billion of premiums in a year. That’s a lot of money. I can’t quote them verbatim, I haven’t read their stuff in a number of years, but like Bob, “What did I do wrong not to earn your business?” My mind is not as good as those guys, but I wish it was, but what those guys were smart about was saying, “When I win, I know why I won. When I lose, help me get better. Let me know why.”
To your point, “Did I wear the wrong aftershave? Did I look at your wife in some way that you think I looked at her inappropriately? Did I not comb my hair? Did I show up dressed inappropriately?” Whatever happens, ask that person for that honest feedback. Sometimes it’s just, “I don’t have the money.” That’s susceptible too especially in the current times. A lot of times, we grow by asking the question, “Why didn’t I earn your business? What did I do that cost me your business?” I love your thoughts on that.
That comes back to the point because if you believe in your product, your company, and the things that are there and go over to a rally and get all excited about it, and you’re all excited and believe that, that’s not what I’m talking about. I’m talking about at 3:00 AM when you’re saying, “This thing isn’t going the way I want it to go,” but you still believe in the company and the product. You still have that belief that’s there. All the way coming back to those invitations, “If I can show you something that will make your life better, would you want to get all the facts?” Moving those tools along. This is what Bob was a master of, we should always work on getting better.
You invite somebody to take a look at something. One of the things that happen is somebody says, “I’ll take a look at it.” Bob taught me this years ago, and anybody that’s been in sales understands how not ever to have a no-show. A no-show is unacceptable. A no-show is because you didn’t invite them and they didn’t accept the invitation.
Bob’s point was when you invite somebody, “If I send you this information, will you take a look at it? Are you going to be able to do it or is it going to be tomorrow?” You then close with a statement, “Let me ask you. Are you good at keeping your word?” They just accepted the invitation and locked themselves in because now it gives you the ability to come back with.In sales, you never want to have a no-show. You want people that can keep their word. Click To Tweet
Things happen and people get busy and do whatever. Do I mean that you set an appointment and everybody’s going to show up? No, but what they’re going to do, they’re not going to not show up. They’re going to contact you ahead of time to let you know that they can’t make it and that something’s come up. Things always come up, but when they come up you have to be prepared to reset the schedule for the next meeting. You don’t cancel.
That’s a tough deal. That’s why it’s hard when people start to work in the market because you have to be able to say to that person that you don’t know very well, “Let me ask a question. Are you good at keeping your word? If something comes up and you’re not able to do it, let me know and we’ll get it rescheduled. You’ve got my info.” That’s how you don’t get no-shows and that’s how you’re going to have people look at the information, but it also gives you that ability to follow up with that information.
Today is the day that the person’s reading this, and two days out from now they had somebody supposed to take a look at something that didn’t do it. Here’s how you know. This is one of the things from Bob. You call them up and you say, “Following up with you. I wanted to know when you going to get a chance to take a look at that info that I sent you,” because here’s what I know, if you had looked at the information you would’ve contacted because you didn’t look at it and didn’t contact me. Therefore, when I contact you, I don’t have to start the conversation with, “What do you think of it?” because I know you didn’t watch it. You never ask somebody what they thought of whatever the information is.
What you do is you do the follow-up and you say, “Following up with you to make sure that you get that email with that link that I sent you. Great. When are you going to get a chance to look at it?” “I’ll get to it.” Are they going to say to you, “How do you know I haven’t looked at it?” You haven’t called me because if you’ve looked at it, you would have called me. “I know you’re smart. I know if you looked at it, you’ve called me.” You don’t have to be mean about it. You don’t have to be rude or whatever because life gets in the way. People get busy. They intended to look at it, but they didn’t have the time.
Once again, you’ve got to do the follow-up. The follow-up is a fortune. This is back to that mentorship. When somebody says they’ve got 10 people and identified their top 5 and you’ve given the invitation. They’ve called the people and given them the invitation and sent them stuff. Your job that’s reading this as the upline mentor to them is to follow up with them and say, “Where are we at on following up with these individuals?” Help them with that process of not badgering their family and friends.
Simply be able to call them and say, “I was talking with Keith and he asked me to get back with you and see if you got that email that I sent you.” “I got it but I don’t have a chance to look at it.” “I know because if you had, you would’ve called me because I told Keith how smart you were. Do I need to send it to you again or have you still got it? Keith’s going to follow up with me in a couple of days to see where we’re at and what where we’re moving to.”
You can do this and not too rough, but there has to be a process to it like building a house. You got the architectural plans. The architectural plans are the invitation. The person has 5 or 10 people. They know how to invite each one of those. They know the tool that they’re going to use for each one of them, and then the follow up with those people, and you’re going to follow up with those people.
Here’s the good news and the bad news. You’re going to follow up with those people 3 to 5 times to get them to watch it. Why are you doing that? They need to know you’re serious. All they’re doing is testing you to see if you were serious. You’ve talked to them about something else in the past or they’ve talked to you about something in the past or somebody else has talked to them about something like this in the past, and they go, “If I ignore them, they’ll go away because they’re not serious. They’ll be onto something else next week.” Stay on that process.
Here’s the thing too with tools and I’d love your thought on this. The right tool for the right job. My father was an electrician. He would leave the house every day with his tool belt. He had a hammer, chisel, screwdrivers, pliers, and all sorts of things in that tool belt. There were days when he might use 7 or 8 tools depending on the job. There were days maybe he didn’t use any tools. There were days he probably used 1 or 2 tools. When you’re building a network marketing business, every decent company got a variety of tools. They got brochures, videos, and all sorts of things you can listen to, watch and look at, etc. That’s great and terrific, but you got to fit the tool for the right person. How do you do that?
That’s where you come back with the training. When you sponsor someone into the business and they’ve got their list of 5 or 10 people, preferably more than that. We’re going to go down the 10 and we’re going to identify the top 5. What we’re going to identify is, “How do you know them? Tell me what’s important to them in their lives.”
Let’s say you’ve got somebody that is in their early 30s and late 30s, husband, and wife, who got a couple of kids. The wife has a job and they’re looking for some additional money. She’d like to be a stay-at-home mom. I’m sure you have a tool for that because I know we do. You have a tool for that particular person that’s going to do well. Tell a story to cause them to want to know more or maybe you have somebody that’s in the healthcare business, chiropractor, massage therapist, RN, LVN, doctor, or whatever. You got a different tool, a story, and a different storyteller that’s relating back to the same principles as the girl talking about being able to be a stay-at-home mom.
Maybe you got somebody that’s a high-level executive and they’re getting ready for retirement. Maybe they’re 50 or 55 years old that are looking at this. They’re like, “I want to cut back. I want to do a couple of other things, but I want to continue to do something,” that’s a different tool. That’s not the same tool you’re going to use for the 35-year-old mother that wants to be a stay-at-home mom.
It’s not the same one you’re going to use with a doctor, LVN, RN, chiropractor, or massage therapist. You’re going to use one tool that’s designed with a presentation of, in our instance, a lady that was a high-level executive who while she was still working, developed an income because of our product and that she loves. That’s where she went with.
It’s about those different tools. This goes back to that brand-new distributor that signed up 30 minutes ago and doesn’t know those tools. Those tools are 10 or 15-minute videos and they haven’t had a chance to review the 6, 8, or 10 different tools that are the primary tools that we have. That’s why I don’t want them talking to anybody. Let’s talk about who they are, then we’ll tell you which tool to use to go do the job.
That’s that mentorship and that’s where you’re training. You’re training them, but the time you do this with them and do it with the people they sponsor and get to the next people, they’ve seen all these tools and know what they are. They’ll know how to do exactly what we did and we don’t do anything other than point and direct.
You’re making a lot of great points, but one of them is to let somebody do what they’re comfortable doing. If somebody says, “I’m good at giving somebody a product brochure.” You have a decent product brochure for your company, that’s what you let them do and say, “Wait a minute, you got to get on the internet and get your Facebook page up and learn Facebook live.”
You’re going to lose them. I would’ve lost me in 1983 if you told me that in 2022, which some people have. Some of the gurus in the industry are preaching this stuff. I also often asked them, “Can I see a copy of your check from a multi-level you’ve built in 2022?” They’re all full of bull. They’re not doing what they’re telling you that they’re doing.
They’re theorizing it. One of the things we talk about in Moving Up: 2020 is theory versus application. If the guy doesn’t have a check in multi-level, he doesn’t have a real check. Don’t listen to him because he might have built his business at another time. Not to slam anybody. I got nobody in mind when I’m saying that to say, “For years. I’ve earned checks as an independent distributor. I’ve consulted for big companies, but at the same time I’ve always been in the field.”
If somebody’s not in the field, don’t listen to them because they’re not doing what they’re asking you to do. David Goggins, who you’re familiar with and listened to. He’s a little rock. David Goggins wrote a book called Can’t Hurt Me. He’s Navy Seal that served our great country on several different occasions. David talks about the same thing and I was listening to a podcast that had him the other day and he said, “Most of the time, all these gurus are telling you to do stuff they either never did or they haven’t done it in a long time, so don’t listen to them. Be your own leader. Work with the person who’s got you in the business that’s achieving that can show you what they’re doing and then fit the tool on your tool belt to what you’re comfortable with.”
I’m not saying and Keith’s not saying don’t learn new skills. We’re old dogs. He’s in his 70s. I’m in my 60s. I have no problem learning the internet and social media, but do not become dependent or think you’re going to build a business with something that you don’t know about. Can you hand a brochure to the guy on the treadmill at the gym and say, “Let me tell you about this product. You’re training and I’m training. I got one in my bag. Let me bring it to you and give it to you. Go take a look at it at home and I’ll see you here on Thursday, and we could talk a little more.”
That’s how I built my businesses over the years just talking to people doesn’t mean it’s the only way, but it’s worked for me. It’s worked for Keith. That’s what we’re saying. Bob Schmidt is not here to answer, but Bob would probably agree with that. Fit the tool for what the person is comfortable using and utilizing. Your thoughts.
It’s all about the right tools for the right job, but I want to come up at the end of the show here, I want to address one major issue that is holding people back is their belief that they go in into a qualification. “I want somebody to make a list of 10, 15, 20 people,” and they don’t qualify. Everybody says, “Who am I looking for my network marketing opportunity?”
Here’s who you’re looking for. The people that make too much money, are well-educated and are too socially connected that you think would ever be interested in network marketing. Those are the people we want to talk to and we’ll get them all. The people that make too much money, too well educated, too socially connected, and too busy to ever be interested in network marketing, and we’ll get them all because people decide they don’t tell people about what they’re doing. I wouldn’t tell them about that.
Bob had a great response to that as well. “John, I’d love you to take a look at what we’re doing. I know you’re too busy and got too many things to take care of, but I’d love you to know what Sandra and I are doing. If I send you this via this link to this short video, will you watch it? I simply want you to know what we’re doing and why we’re doing it.”
It’s a great point. Let’s go one step further on it. There’s an old saying, “Busy people get things done.” For example, one of the other guys we’ve interviewed here a few times, the great Dan McCormick, he’s one of the top distributors and one of the largest companies in the industry. He’s an icon. Every time I talk to him, he tells me what he’s reading. He’s reading Miracle Morning right now, and prior to that, The 5:00 AM Club. Dan is up at 4:30 AM. Dan’s at work. He does his reading of his spiritual stuff, and exercises, and had his quiet time in the morning, but at 9:00 at night, Dan’s still up working. He’s a super successful guy.
I used Dan to illustrate this point. Years ago, prior life of my current multi-level company, we had a guy in a downline and his wife. You’ll relate to this being the agriculture business like you’ve been forever. This guy was a bull embryo salesman. He and his wife had a bull embryo business. They lived up in Vimy, Alberta about 100 miles north of Edmonton. He had his private plane. We were about the same age at that point, the mid-30s.
I’ll never forget when he first got into the business because I knew he had this humongous ranching operation and selling these embryos all over the world. I’ll never forget saying, “Jack, how in the world are you ever going to find time for this?” He goes, “No problem. When I’m on my plane flying, I got nothing to do but call people.” He would call people from his airplane, which is pretty impressive. I don’t know if you ever got a call from somebody with their private airplane, but I did from Jack a few times.
Jack was a perfect example of what you’re talking about. He was making plenty of money, was successful, wasn’t looking for the next meal, wasn’t living under a bridge, and his wife was successful. They wound up becoming a distributor for a year in that particular company way back in the ’90s. They always come to mind when we talk about that because I always remember that conversation. “I’ll call him while I’m on my plane.” He built a heck of a business part-time.
There are so many examples like that in our industry. Your next-door neighbor who’s the busy doctor, lawyer, accountant, or owns seventeen Subway stores and you say, “He’s got plenty of money. He’s not going to be interested.” You don’t have the right to make that decision for him or her. Let them make that decision. In the worst case, they become a customer to use a product that maybe benefits them, gives them some energy, and increases their health.
I was at the train station picking up my son as he was traveling as a young boy and the gentleman approached me with an invitation to take a look at something. At that point, I had an office where I had a comptroller and three secretaries. We’re a trucking company, fertilizer company, and farming company. We had 140 full-time employees. In the summertime, we’d boom up to 300 employees.
Here’s what you’ve got to find with the people that own businesses. They’re always looking for additional streams of income. It doesn’t mean they’re going to jump on it right then. The other thing that I would do with this is timing. If somebody’s going on vacation, don’t share this with them. Wait until they get home. If their kids are getting married in two weeks or they’ve got college graduation coming up in a week or so, “That’s wonderful. I get back to you.” Have enough sense for the timing.
This is a great industry. We’ve been here and gotten a check every month for many years with the company that we’re with now, but the idea is these are skill sets that you can learn and then you can transfer that to others, but the one thing to work on is the invitation. That 90-second invitation to get people there and to work with your uplines.The one thing you need to work on as a network marketer is your invitation. The ability to get people in the first 90 seconds. Click To Tweet
I didn’t say your sponsor, I said you’re upline. You might have to go 2, 3, or 4 up. Bob was five levels up from me. It didn’t take long for me to figure out that Bob was the one that I needed to get the information. Everybody else was nice people, but I didn’t need them to go ask Bob what I needed to know. I needed to ask Bob.
The other thing with Bob is if you’re in this business and you’re working the business. You don’t get the information to somebody for them to go give it to somebody. You look at that sparkle or that person that’s maybe on your 3rd, 4th, or 5th level who has the desire to do something. Reach out to them and work with them. What are they going to do? The 4 or 5 people in between that are going to make money, are they going to be unhappy? I don’t think so.
In wrapping this up, you said two things that are critical for our readers. One, Bob was five levels up, but because of Keith’s business background, he knew, “This guy’s a super achiever. I’m going to seek him out and get to know him.” You told me you took him out to breakfast or lunch the first time you spent time with him. He didn’t say, “Bob’s making all this money. I’m in his down line. I’m going to make him pay the bill.”
To the point, “Don’t do anything that the brand-new distributor can’t do.” All the times that I was with Bob and it didn’t make any difference if we were having coffee, tea, lunch, or dinner, if there was a 3rd person at the table, me, Bob, and my prospect, or somebody else’s prospect at the table, Bob only paid for his coffee, meal, and his part of the tip. Bob never ever picked up the tab.
Bob wasn’t cheap because if it happened to be the instance and it was him and I, he would pick it up, but it was only if it was, he and I, and there was a third person at the table and it didn’t matter who that third person was, Bob only paid for his share. Bob’s point was if you pick up the tab somewhere and somebody can say, “The reason you’re successful is because you can afford to buy people coffee and lunch or whatever. You can do that. I can’t afford it.” It was amazing because I saw Bob all the time, but Bob only paid for his meal and left the tip for his part of whatever it was. That was amazing.
That’s one thing, but the other thing is you’ve always been a mega entrepreneur. You’ve always been in the agriculture business going back to when you were in high school or your dad and uncles were in that business and all sorts of things that you mentioned. You’ve always had multiple business ventures, and yet he’s a busy guy. He’s an old guy now, but he’s still a busy guy.
Every time I talk to him, he’s got a meeting for this business, that business, or the business that we are in together, but the other businesses I have nothing to do with, but he’s always on the go and busy. Talk about how that’s built your network for your network marketing business. Not necessarily where you recruit out of those businesses, but because you feel everybody needs a particular product that you mark get that, “Do you want to get an XYZ product?” Talk a little bit about how you segue that.
It works both ways. One, when you’re talking to somebody if you believe in your product or service they need to know about it. It doesn’t matter who that person is. I don’t care if they’re an insurance guy, salesman, equipment dealer, seed dealer, or banker that you’re dealing with. It doesn’t matter. They at least need to know what you’re doing so you can do that.
The thing that’s most telling is you want to get into a network marketing company and you made a comment, John, about Bob, always having a couple of books. You want to develop these skill sets and these skill sets are transferable to all of your businesses. Once you understand how the invitation works and how you’re directing people to get information to make a decision, that applies in every business that you have. Whether it’s our banking business, brokering business, farming business, trucking business, or in particular happens to be our network marketing business. Those skills are all transferable.
My son is very successful. My son does not have a job. My son works as an independent contractor for about 4 or 5 other companies. He works for two banks. He works for cattle brokering. He works for a seed company and he still runs our farming operations. He has all these things. About a couple of years ago, the bank brought him into the Midwest because we’re here in California. He was there and I couldn’t understand why they brought him in. The first day they sent him out with one of their loan officers and spent the day. On the second day, he was with a different loan officer, and on the third day they sent him out with another one.
He then calls me on that Wednesday night and says, “Tomorrow morning, they want to know how I do what I do because I write more loans than any of these guys write. I’m part-time on a contractor and these guys are full-time.” The point was my son didn’t loan money to people that needed to borrow and he loaned money to people that didn’t know what they needed his money, but he learned that because he was watching what we were doing on asking questions.
An example of that was a guy with his two brothers who were going to lease the property out to somebody to plant some permanent crops for periods of time. He said, “Why are you doing that?” They said, “It’s because it’s going to cost so much money. We don’t have the money to do that.” He said, “I’ll give you the money.” It wasn’t his. It was the banks, but those are the deals that he made because once again, what he learned from here is there is no such thing as a stranger. There are only people you haven’t met yet and that applies.There is no such thing as a stranger. There are only people that you haven't met yet. Click To Tweet
If you want to get into network marketing and get the skill sets, get to the upline or the mentor, and develop those relationships. Once you learn how to do that, that becomes a transferable skill. My daughter’s doing the same thing and she is a school teacher with a PhD. Don’t ask me why you need a PhD to be a school teacher, but that’s what she is. There’s no such thing as a stranger. There are only people she hasn’t met yet. My son, myself, my daughter, and our family’s goal is not for people to know about us, it’s for us to know about them.
Keith Hooper, Moving Up: 2020 available on Amazon. Leave Nothing to Chance is another book we put together with Foster Owusu in Canada. These are books written by distributors. If you’re a distributor reading this, read books written by distributors because they’re going to tell you reality. Keith Hooper, thank you so much my friend and I appreciate it.