How To Be Successful In Herbalife - Jim Rohn March 12, 2013 at 7:01pm How To Be Successful In Herbalife (Video Transcript) by Jim Rohn Let me share with you some of the things that I learned that help me become successful in network marketing. Back when I was 27, 28 years old, I was earning thirty to thirty-five thousand dollars a month. Which, back in those days, 1957, was a lot of money. But the things I learned helped me to do that. The things I learned about Network Marketing, that you could start with very little and build something incredible. That you start with one person at a time, and then two people and then three people. First thing you know, you have four or five people involved WITH you in your organization. You first start with five or ten customers then forty or fifty customers. Then one hundred customers. That philosophy of building, person by person, is very, very powerful. That is why Mark Hughes chose this method of marketing his product so I would like to share some of Mark’s philosophy, some of the company’s philosophy and give you some of my personal philosophy that I think will be beneficial to make this meeting here today worthwhile. First of all, let me give you a bit of the philosophy that really changed my life. In order to be successful, you must develop multiple skills. I was taught this back in 1955, when I was 25 years old. Back when my first skill was milking cows out on the farm but it didn’t pay very well. So my mentor, Mr. Shoaff, said “You must learn more than one skill.” That philosophy is strong especially now that we’re entering the twenty-first century, if you were going to give someone excellent personal advice it would be that there is going to be unlimited opportunity in the twenty-first century and to meet that opportunity you must learn multiple skills. The market for your goods and services, right now, is more than you can comprehend. Someone, not long ago asked me if a billion dollars a year in sales was a lot. I told them it was, but compared to the world market, a billion dollars in sales is like a grain of sand on the beach. How much is two billion dollars a year in sales? Compared to the world market, it’s like two grains of sand on the beach. When you get to three billion in sales it will be like three grains of sand on the beach compared to the world market. Herbalife cannot grow fast enough to keep up with the market. We started selling our products 1980. Today we are in 75 countries with more people being born every day than we can possibly sign up. We’re doing pretty good but we’ve not even touched the tip of the iceberg as far as the opportunity is concerned. So, for the world, as a whole, I think the twenty-first century is going to be a tremendous century of opportunity. But for Herbalife I think it’s going to be especially tremendous. Now, to take advantage of that opportunity, here is what you need. Multiple skills. More than one skill. When I was introduced to Network Marketing, I started learning these skills. The first skill I learned was how to make a sale. How to get a customer. I learned that skill, representing my product in the marketplace, getting people to say ‘Yes, I will use your product.” Now I’ve got two skills. Milking cows and making sales. Guess which one paid better? Making sales and getting customers. Next I learned to recruit. I learned how to build an organization. I learned how to invite people to take a look at the opportunity and to join the company. And I found that recruiting people, getting them to do what you’re doing, and if you’re making an extra hundred dollars a week selling Herbalife products, it’s pretty easy to show someone how you’re making this extra money. Just by doing a few simple things, learning about the product and learning how to share it with other people. And I learned that recruiting paid extremely well! Because the marketing plan that I saw in the beginning was simple and easy. It was just two circles. One circle said “This is you and you can sell this product and earn money.” The second circle underneath said “You can introduce someone else to this business and help them to sell the product so that they can make money and the company will pay you extra money.” When I saw that, I only asked one question. “How many people can I recruit, to show them what I’m doing so I’ll make the extra money?” And the answer was “As many as you wish.” When I heard that, my comment was “Then I shall become wealthy.” If there’s no limit to the number of people that I can introduce to the business, to show them what I’m doing, so that they can make extra money, and then I not only make money on my own sales but I make extra money by helping them to be successful, if that’s unlimited then I shall become wealthy. That’s all of the marketing system I really needed to see, and to hear about, for me to get excited about recruiting. Now recruiting involves just three simple things. One is inviting people to look at the opportunity. The first people I wanted to look, was, of course, my friends and relatives. I said to them “It’s not important to me that you join, it’s not important to me that you buy, but it is important to me that you look. Because a year from now, if I’m doing well, I don’t want you to call and say ‘How come you didn’t call me? How come you didn’t share what you were doing? And since I don’t want that to happen a year from now, I’d like for you to at least look. I’m going to get plenty of people to join so it’s not important to me that you join but it is important to me that you at least look.” And so I learned to give a good invitation. Here was another one of my good invitations. I would be talking to someone and I would say “Have you found the opportunity that will provide financial security for you and your family for the rest of your lives?” If the answer was no then here was my second question. “Are you actively looking for such an opportunity?” If the answer was yes I would invite them to take a look at my opportunity. If the answer was no I would say “Let me give you some of the best advice, perhaps, that you’ve ever heard. This advice was given to me by a multi-millionaire and the advice was this. If you haven’t found the opportunity that’s going to provide financial security for you and your family, you should start actively looking. Every week, spend some time looking for that opportunity that will provide that financial security. That advice allowed me to quickly find Herbalife and so I would offer you that same million dollar advice. Actively look so you can report to your family that you’re still looking for the opportunity that’s going to make you financially secure for the rest of your lives. So, if you would accept that million dollar advice to actively look, I can show you my opportunity right away. If you decide it’s for you, wonderful. If not, wonderful. But begin acting on that million dollar advice by taking a look at what my opportunity offers. And if you look at the opportunity I have, and if that’s not for you, then here would be my advice. Keep looking. Keep searching until you find that opportunity. You and your family are worth it and if you don’t give up, you will find it.” That was one of my invitations. So, I learned to invite. Then I learned that there were two kinds of meetings. Two kinds of presentations. One was informal, just person to person. The second was formal where the opportunity is shared with several people at once. So, I learned recruiting. First of all, I learned sales which greatly increased my income. Secondly, I learned recruiting and that multiplied my income even more. So now I have three skills. Milking cows, making sales and recruiting people. Here’s the next skill that really helped my business grow and that’s organization. Once you’ve got four or five people, you organize them to work together. Working together is very powerful. Getting people to work together is important because of shared testimonials. Let’s say that you and I have a small meeting. You bring two guests and I bring two guests. At the end of the meeting, my two guests join. I ask them what made them decide to join. More often than not, they will say “Because of your partner’s testimonial.” Maybe my testimonial would have been enough, but that extra testimonial, by working together, made the difference. So working together is powerful because of shared testimonials. And we don’t know which testimonial might be the most effective in helping us to get someone to join the business. Also, working together creates extra power, extra enthusiasm. There’s an ancient phrase that says that if two or three agree on a common purpose, nothing is impossible. The power of two or three. You don’t need two or three thousand, just two or three. Getting together saying “let’s do it.” So here’s the most powerful incentive, especially in business, it’s not “you go do it” it’s “let’s go do it. Let’s you and I do it. Let’s you and I build this business.” As soon as you’ve been introduced to Herbalife products, you can actually introduce others before you have any great success. You do this by selling anticipated success. You simply say ‘I’ve found this incredible system and it looks like, by what I’ve seen and heard so far, I’m going to get fantastic results and do incredibly well. Wouldn’t you like to get started WITH me?’ As soon as you join the business, you can recruit someone. ‘I’ve just found this opportunity and it looks like it’s going to provide the financial security for me and my family that we’ve been looking for.’ Even part-time it looks like it’s going to at least double my income. So I learned to sell, I learned to recruit, I learned to organize, getting people to work together then, here’s the next skill that really helped to change my business, learning promotion. Promotion has several parts. One major part of promotion is recognition. So here’s what I learned. The company will reward distributors for major steps of progress and you must learn to reward people for small steps. The company takes care of the big steps but you’ve got to think of ways to reward your people for small steps. If someone gets 5 customers this week, you’ve got to think of some way to recognize that. This person, in my organization, was number one last month. There can be more than one number one. Also find ways to reward and recognize effort. So I learned promotion, recognizing performance within my organization, and then I learned to promote the company events. ‘Here’s what’s next’ and ‘Here’s what’s coming up.’ Promote and recognize small steps within your organization yourself and promote the big steps with company events. So now I’ve got how many skills? Milking cows, making sales, recruiting, organizing and promoting. I’ve got five! You see, if you’ve only got one skill, you’re very vulnerable, economically. So you give people the greatest chance by having the teaching and the training to help them learn more than one skill. Skills that pay well in the marketplace. When you’re committed to these philosophies, no one can provide a better service than you because you provide a way for people to learn what they need to know to be successful. Now here is the next skill I learned, the skill of communication. Affecting other people with my language, my words. Using my language to paint a picture where someone could see something now that they couldn’t see before. Language creates the miracle of sight because there’s more than one way to see. One way to see is with your eyes. Another way to see is with your mind. Seeing with your eyes we call sight. Seeing with your mind we call insight. It’s possible for human beings to close their eyes and say ‘I see it!’ How can you see it if your eyes are closed? Because there’s another way to see and that’s seeing with your mind. And here’s what you can do with your language and that’s helping people to see. Help them to see the opportunity. Someone, after you speak with them, may say ‘Before I spoke with you I couldn’t see it, I was blind to it. Now that we’ve talked, my eyes are open and I see it clearly.’ What do we want people to see? Number one is the problem because we’re here to solve problems. Millions of people need what we offer and it’s up to us to make them ‘see’ why. So, first, we help them to see the need. Second, we help them to see the answers. We share the Herbalife products and this is where our philosophy comes in. You get people, with your language, to see that we are a unique company with a unique product. Now, on the business side, you get them to see what they lack financially. Remember to ask ‘Are you actively looking for the opportunity that will provide financial security for you and your family for the rest of your lives?’ ‘If you haven’t found it, are you actively looking?’ If you’re actively looking, I can show you my opportunity right now.’ You want them to see the need because you don’t know what financial challenges may come this year, next year, even tomorrow. Better to prepare now to be financially secure than take a chance with your fingers crossed, hoping for the best. Doesn’t it make sense to prepare now instead of getting wiped out by unforeseen circumstances? We get them to see the need for the products and we get them to see the need for the opportunity. Then we get them to see the answer that (company) provides with the products and the opportunity. Now here’s the best way to illustrate the need. The need for both the products and the opportunity are best illustrated with testimonials. Here’s what we’re asking you to do: 1) Develop your own testimonial about your success with the products and with the business. Not only for you to use but for others to use as well. Developing testimonials is hard work but always do more than you get paid for. Why? To make an investment in your future. Even if you work on a job, if you do more than you get paid for, it makes you a valuable person. Valuable for promotion, valuable for moving up, valuable to the marketplace. Now especially in Network Marketing, you’re more valuable if you do the ‘extra’ work. Here’s the first bit of extra work, developing contacts. Getting the phone to ring by interested people. The second extra work is getting them to buy. Now they’ve purchased the product and you have the money but that’s not the end of the work. Now you must invest time to help that person use the product so that you have an excellent chance to get a good testimonial. The time you’re putting in now is going to pay off later. You won’t get an immediate return on the time invested unless they buy more product. Developing customers takes time and effort. It’s a little painful for you and for them but here’s the key. The greater the pain, the greater the testimonial. The greater the pain, the greater the success. Developing customers and distributors takes work but it is the kind of work that pays BIG money. Selling the product can make you a living but developing testimonials can make you a fortune. Selling the product can make you a living but developing leaders can make you a fortune. Leadership moves product. Always has and always will. The fortune is in the extra work. Getting people to use the product, developing testimonials, getting people to try the business and keep going until they develop some success. So, now we’ve talked about using your language to get people to see the need, see the answers. Now here’s two more important parts of communication. Number one, getting people to see themselves. The mistakes they might have made in the past. They’ve been careless with their health, now they’re overweight. We have to help people see themselves as they are but here is now the miracle of communication and that’s to help people see themselves better than they are. By language we can take people into the past to review mistakes and by language we can take people into the future to see the promise of the future. My first teacher had the extraordinary ability to do that. When I made mistakes in my own judgment, he was quick to point it out. He asked me why I was not doing well, when I first met him, and I said to him, I showed him my paycheck and I said ‘This is all the company pays. That’s why I’m not doing well.’ And he corrected me and said ‘No, this is all the company pays you.’ He asked me, ‘Doesn’t the company pay two, three, four, five times this amount to other people?’ I said ‘Yes.’ He said ‘Then this is not all the company pays, this is all the company pays you.’ I had never thought of that before! Then he said, ‘If you wanted to double or triple this amount, wouldn’t you have to double or triple your value?’ I said, ‘Yes, I suppose so.’ And he said, ‘Then that’s what you should go to work on. You don’t have to go to work on the company, you only have to go to work on yourself.’ It was so important, by his language, to point out the mistakes in my philosophy. I thought that my income was determined by the economy and I found out that my income was determined by my philosophy. But here’s the greatest use of language and that’s to help people see themselves better than they are. To help people see themselves as successful. To help them see themselves through your eyes until they can really see it for themselves. Somebody says to me, ‘I cannot see myself as President’s Team.’ I say, ‘Then you need different glasses. You need to use my President’s Team glasses, because if I loaned you these President’s Team glasses, and you put them on, you would say, ‘Yes, there I am, President’s Team!’ So that’s what we help people to do (with our language) to use our glasses, they borrow our glasses to see themselves successful. They see themselves financially independent. They see themselves with a big organization. They see it through your eyes. That’s why we use testimonials from around the world. People that started with so little and developed so much. That’s communication. Now I want to finish things that will make you successful in the twenty-first century. One is multiple skills. We talked about that. Here’s the next one, multiple languages. Give yourself the gift of more than one language because those extra languages are so valuable. If you think it’s too late for you to learn a new language, give the gift of multiple languages to your children. We’ve talked about multiple skills, we’ve talked about multiple languages and I want to talk about two more things. One is Mark’s philosophy. The Mark Hughes philosophy and I’m going to mention three parts of Mark’s philosophy that’s helped us to become successful. His first philosophy was choosing this marketing system (Network Marketing) Mark could have put the products in the store, advertised them on television. And he could have sold the products that way. But here’s the philosophy of marketing that Mark chose, and it’s good to make that note, person-to-person, rather than putting the products in the store. Here’s why. He knew that if someone bought the products in the store, no one would follow up and get them to use the product. He knew the best way to get someone to use the product was person-to-person. Someone who used the product getting someone else to use the product. Now if you learn person-to-person marketing, you will have a tremendous skill for the rest of your life. Person-to-person marketing is a chance to make a fortune. Here is the power of this kind of marketing system. Directly, and indirectly, you can positively affect the lives of hundreds of people. Directly means the lives you personally affect, indirectly means the lives those people, because of you, will then affect. Some people, using this method of marketing, will directly and indirectly affect thousands. Some top distributors will, directly and indirectly, affect tens of thousands. Mark Hughes, using this method of marketing, has directly and indirectly affected the lives of millions of people, all over the world. That’s how powerful this method of marketing is. Person-to-person marketing has allowed Mark to positively influence millions of people and he never finished high school. It’s amazing what you can do with this philosophy of marketing. Now here’s the next philosophy Mark had. Those that do the work get the pay. If you’re a teenager when you start, if you do the work you get the pay. If you’re a retiree, if you do the work, you get the pay. Age doesn’t matter. Education doesn’t matter. The opportunity is equal whether you never finished high school or you have a college education. Circumstances do not matter. If you come from very modest means or come from wealth, the opportunity is equal because we all start from the same place. The opportunity is also the equal if you’re a man or a woman. If you do the work, you get the pay no matter who you are or where you come from. Mark’s next philosophy was always do your best. No matter how small the situation, give it your best effort. Another one of his business philosophies was to have as many customers as possible to represent each distributor. That’s the foundation for success in person-to-person marketing. Your next customer is a potential top earner. How many customers does it take to create sixteen Chairman’s Club members? Millions. So concentrate on having as many customers as possible for each distributor. If the number of customer ratio to distributor starts to dwindle, everything changes up above and starts to dwindle. To do three million in sales you need an incredibly wide customer base. Not to do so is building on the sand. Next, as many distributors as possible to represent each Supervisor volume. If each Supervisor volume represents only one person we will soon be out of business. It’s okay for one person to represent a Supervisor’s volume but not every Supervisor’s volume because then we would have a lot of volume and no people. And here is where your future lies for your fortune, people, not volume. It’s not the amount of volume you create, it’s the number of people you create. It’s better for four people doing a thousand dollars in volume each to create a four thousand dollar Supervisor volume. Better than that is ten people doing four hundred dollars each to create the Supervisor volume. Now the future is assured because you have ten distributors representing the Supervisor volume. The future is not in the volume, it’s in the people. Now let me give you Jim Rohn’s philosophy. What really changed my life, when I was twenty-five. It helped me to make my fortune, these five things. One is philosophy. We are affected by what we know, what we learn and the decisions we make. Here’s what’s interesting about decisions, not making a decision is also a decision. People don’t decide to gain weight, they just gain weight. What they have done is they have not decided to do something about their weight problem. That’s a decision. If you’re going to catch the plane and you say, ‘I don’t know whether or not I’m going to catch the plane.’ If the plane takes off, you’ve now made a decision. You’re not going to catch the plane. So, the decisions we think we don’t make are just as affective and affect us just as much as the actual decisions we do make. Not deciding is a decision. But here’s what the sum total of our life is at the moment and that is the decisions we’ve made in the past. Now all you have to do to change your future is to start changing those decisions. If someone decides to look until they find the opportunity, see, that’s a powerful decision. And if you can help someone make that decision, you say, ‘If you haven’t been actively looking, my best advice for you, the advice that was given to me, keep looking until you find something. Every week, spend some time looking because, here’s an ancient promise. If you look, you will find.’ So if you decide to start looking, if you decide to start, those decisions are very powerful. So, philosophy affects us all. Our personal philosophy, the decisions we make. Next is attitude, how we feel. It’s how we feel about four things. One is the past. Use the past as a school. Let past mistakes teach you. Let past failures teach you. Second is how we feel about the future. Set your goals. Where do you want to go? What do you want to do? Objectives change everything. Reasons make the difference in how your life works out. If you have enough strong reasons, you can do anything. Third, it’s how you feel about everybody. Key phrase: You cannot succeed by yourself. Each of us need all of us and all of us need each of us. To make this gathering today, I had to be here and all of you had to be here. It took all of us. Fourth is the way you feel about yourself. Self-esteem is the greatest power towards success. Self-esteem comes from doing the things you know you should do. It makes you feel good about yourself. Next of the Jim Rohn philosophy is activity. First, we’re affected by what we know. Second, we’re affected by how we feel. Third, we’re affected by what we do. Herbalife has some of the best systems to get you into action. To get you to take action. Whether it’s giving enough invitations, making enough calls, handing out enough flyers, doing enough things to take action. Action is the beginning of fortune. Health action, business action. Here’s the next part of the Jim Rohn philosophy, keep measuring your results. You talk to five and get one. That’s your results, your ratio. When you first start out you may have to talk to ten to get one. After you’ve been at it a while, you might not have to talk to so many to get one. Here’s what you do at first, you make up in numbers what you lack in skill. When you’ve developed enough skills, you won’t need so many numbers to be successful so keep measuring your results. JJim Rohn The last part of the Jim Rohn philosophy is lifestyle. Don’t postpone, forever, the opportunity to live well. Now this brings up another subject I wanted to cover and that’s the magic of a part-time income. It doesn’t take much extra money to start changing a person’s lifestyle. And the change in lifestyle is a great recruiting tool. When you tell someone, ‘Last night, I went to the opera. I’ve never had the money until now.’ They say, ’How were you able to do that?’ You say, ‘I got this little part-time thing going.’ Somebody says to you, ‘I see you’ve got a second car.’ You say, ‘Yeah, I got this little part-time thing going.’ It doesn’t take a fortune to change your lifestyle. Here’s the key. Work on changing your lifestyle. Don’t miss anything because if you live well, you will learn well. It doesn’t mean you spend all of your money but just start changing your lifestyle with the very first check. Doing things that make you feel good because the better you feel, the better your business is. The better you feel, the better you can affect other people. Especially your family. Get your family excited about the change in lifestyle. You start celebrating birthdays that you have sort of let slip a few years because you didn’t have the money. Now that you have the money, make a birthday special. Make an anniversary special. Next, develop your spirituality. Keep developing your culture, your traditions. Here’s what makes America powerful, the diversity of culture. That’s what makes us so unusual as a country and your culture, your traditions are a powerful contribution to America. Take good care of your family, your inner circle. Let them know what’s going on in your life. If you inspire your family they will inspire you. If you inspire your friends, they will inspire you.
Posted on: Thu, 25 Jul 2013 11:34:47 +0000
Trending Topics
Recently Viewed Topics
© 2015