the best products ever and we have the best compensation without first clarifying their why . Remember this: crabgrass and weed killer. If they don’t understand about their crabgrass – they’re behind on their mortgage, don’t have money saved for their kids to go to college, and don’t have a retirement plan – then your weed killer won’t matter to them. In your strategy sessions, discover their need – their why – and then give them the Melaleuca solution.
3. MAKE THE DECISION From 2002 to 2008, I dabbled with Melaleuca. But at Convention 2008 some of us made a decision. We wrote a 90-day plan for myself, my “DON’T TRY TO BUILD THIS BUSINESS – MAKE THE DECISION TO BUILD THIS BUSINESS. WHEN YOU DO THAT, THINGS CHANGE.” brother Phil, my nephews Christian and Phil Jr., Todd Washington, Joe Lam, and Miranda Plowman. Today Phil is a National Director 6, Christian is a National Director, Miranda is a Senior Director 3, and Phil Jr., Joe Lam, and Todd Washington are Executive Directors. We made a decision – we were serious about the form we handed in that day and the why it started with. We went backstage at Convention, gave it to President McKay Christensen, and said, “This is what we are going to do.” The point is that when you make that decision, you will do it no matter what. It’s different than try . Don’t try to build this business – make the decision to build this business. When you do that, things change. Adding up these three lessons I learned over 18 years, you have the formula for a winning mindset: teach your new enrolees to set a goal; help them discover why it’s important to them and why it’s
1. START WITH WHY Early in my career, I would roll my eyes when people started telling me about the why . Everybody was talking about it, but I didn’t totally understand it. So here’s what I learned over the years. First of all, you have to really internalise your why and be really clear on it. At a recent Leadership Celebration, I interviewed a young lady about her why for wanting to make an extra $2,500*. When we got into the details, she became emotional, and by the time we got to the heart of it, she was full-on crying – in a good way! Ever since she and her husband met, they wanted to take a trip to Banff, Canada. Sixteen years later, with her second- month Melaleuca check for $2,600*, their dream trip was finally coming true. It is a universal principle that when you’ve internalised your why, you will tell people about it in an inspiring way. Martin Luther King Jr. said, “I have a dream.” He was vocal about his why , and a million people “LEARN FROM THE MISTAKES OF OTHERS. YOU CAN’T LIVE LONG ENOUGH
0 LESSONS LEARNED
2. EVALUATE YOUR OPTIONS
Here’s what I go through in every Strategy Session. I ask the newly enrolled builder what their options are to continue their current life, take care of their kids, work their job, and make an extra $4,000* a month. First I say, “You can get a second job and work two jobs your whole life, then wake up and realise you’re 70 years old and you worked two jobs your whole life. Do you want to do that?” They always say no . For the next option, I say they can open up their own conventional business, which we glamourise, but it means investing everything they have and working three years just to get their money back – if they are successful. They respond that they don’t want to do that either! Then I say, “If you have a million dollars under your mattress, you can open up a Panera Bread. Do you have a million bucks under your mattress?” That’s another no from everyone. “Well,” I go on, “you could try multilevel marketing, but ‘been there, done that,’ right? So, what did I miss?” Now they understand that the Melaleuca option is clearly, logically the best one.
National Director 9 Dave Crescenzo
National Director 9 Dave Crescenzo’s road to Melaleuca started with a seven-year detour through 10 different MLMs. As mistakes go, it was a whopper! But mistakes are great teachers according to Dave, so in his presentation at the August ADVANCE, he generously shared his top 10 lessons learned from his own mistakes and experiences. As he told the packed auditorium of Marketing Executives, “Eleanor Roosevelt said, ‘Learn from the mistakes of others. You can’t live long enough to make them all yourself.’ So today I’m going to tell you some of the significant mistakes I made and the lessons they taught me so you can learn from them without making them yourselves.” It was a once-in-a-life opportunity to have the gain without the pain! Read on to learn and live out Dave’s hard-earned wisdom.
TO MAKE THEM ALL YOURSELF.”
showed up in Washington without the internet or email or any of the technology we have today. Your why may evolve and change, but it’s really important to internalize it and help your team do the same. In the beginning, the mistake I made was telling people we have
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