Jordan Adler: Worthy to Be on the Team
By Marian Head
At eight years old, Jordan Adler would cringe when it was time for the sports
team captains to pick their teams: I want you, the first one would
say, pointing to Jordans classmate. I want you, the other captain
would counter as he picked someone else. On and on his classmates were selected
for the teams, until Jordan stood embarrassingly alone.
Although it was a curse at the time, being last wound up being a great gift,
says Jordan, as he recalls the days when sports were not his strong suit. It
started a conversation that ran in my head my whole life: Ill show
you! Im going to prove to you that Im worth being on the team.
Now, forty years later, not only does he enjoy his chosen sports, but Jordan is
number one on his business team. And he delights in building teams with anyone
who wants to play.
Building teams was a long time coming for Jordan. In fact, during a ten-year
period, he was in and out of eleven network marketing companies, and he never
sponsored one representative or made a penny.
In every company I got involved with, says Jordan, I would
talk with two or three people who would react negatively, I would think there
was something wrong with the company or that I couldnt do it, and I would
I had no entrepreneurial models, adds Jordan, who grew up in a working
family. My dad made probably $28,000 a year at his peak. I worked for
a few years in landscape architecture after college, and then landed a corporate
training job in the airline industry. Ten years later, his airline company
fell on hard times. Jordan was earning a salary similar to his dadsuntil
they cut his pay in half. Fortunately, he was on to his twelfth network marketing
company. And the twelfth one was a charm.
Around the time he was introduced to the company, Jordan met a top network marketer
whose advice led him to triumph.
I didnt know if what he told me was true or not, says Jordan,
but I believed him because he was a multi-millionaire at age twenty-five,
happily married with a new baby, and had the type of home, sports car and lifestyle
He shared some simple distinctions that I paid attention to. He said,
In the business of recruiting, it doesnt matter if youre in
real estate, financial planning, insurance or network marketing, you need to
be prepared to recruit twenty to thirty people to find one big hitter.
He said that of those recruits, one-third will do nothing and you cant
do much about that; one-third will do a little; one-third will do a lot; and
one person will drive thousands of people into your business.
Jordan created a plan and worked it. He would find someone to meet him for lunch
every Tuesday, Wednesday and Thursday while working for the airline. Over lunch,
hed show them the business opportunity.
My goal was to put the business in front of twelve people and sponsor
one distributor every month for two years, says Jordan. That would
give me twenty-four distributors and put me in the range to make it big.
He stayed focused and committed to his plan, mapping his appointments on a giant
wall grid in the rental he shared with two roommates.
A Taste of Success
Jordans sixteenth recruit sponsored a student who worked as a secretary,
who in her spare time began showing people the plan in her living room. Over
the course of a year and a half, she sponsored fifteen people. One of those
fifteen rocketed Jordan to success.
From that one person came about twelve thousand distributors and forty
thousand customers, Jordan laughs. I made my first million dollars
and everyone wanted my autograph. Suddenly I was a genius and everyone wanted
to know my secret!
It was no secret that Jordan had a plan and worked it.
In the first three years, my income went up and down, he said, citing
his irregular monthly paychecks: $500, $800, $1200, $400. Between my thirty-third
and fortieth month in the business, my check grew from $2,900 to over $40,000
per month. Once it broke loose, it stayed there for six years. Its no
secret how I got there: patience, commitment and consistency led me to the person
who took us both over the top.
Always curious about the best approach, Jordan enjoyed meeting top networkers
from other companies and asking them, How many months have you been in this
business? How many people have you personally sponsored? He learned that
in almost every case, the top ten earners sponsored about one person every month.
After ten years, eleven companies and about $30,000 spent for his education,
Jordan applied this knowledge and made just under eight million dollars in company
Out of Business
Severe industry changes forced Jordans company to close. His monthly income
went from high five-figures to zero. But his $23,000/month lifestyle didnt
disappear. He burned through $80,000 in savings in four months.
Fortunately, he recalls, I had bought real estate with my
networking income. I wasnt in a desperate situation, but I couldnt
go on forever without cash flow.
List brokers had sold the top twenty earners names from this now defunct
company to thousands and thousands of network marketers around the world. Within
the first forty-eight hours, he received so many emails and phone calls that
it was impossible to function.
If my mother called and left a message, I would never get it. For every
call I wanted to take, there were eighty calls from people I didnt know.
It was insanity.
While many of his colleagues were driven to quick action by the fear of losing
people who would jump to other companies, Jordan decided to shut off his phones
and email and take a few months to get clear about what he wanted.
Everyone says their company is the best company. The reality is that there
are a lot of good companies, and there are some that arent so good; but
its not so much about one company being better than another. Different
companies are just better suited to different peoples personalities. There
are Jaguars, Escalades, BMWs, Mercedes; I personally wouldnt drive a Jaguarits
a great car, but its just not my style. So I wrote down specifically what
I was looking for, the criteria that would inspire me again. Then instead of
companies coming after me, I could be proactive.
One of Jordans criteria was to work with a service-oriented rather than
product-oriented company. During his search, he was introduced to a service
that he immediately began using as a customer. He thought the service was so
unique and smart, that he naturally began telling people about it. Without a
specific intention or plan, one in four people Jordan spoke with wanted to sign
I never gave a business presentation, drew a circle, rented a hotel room
or did a video conference call, and people were saying, I have to have
this service. So I figured out how to sign up as a distributor so I could
sign the others up!
Long Term Strategy
Jordan began working his plan again, introducing the business to one person
every day. Ninety-two weeks later, Jordan had signed up eighty-nine people,
who in turn brought in 8,500 distributors and 20,000 customersall in less
than two years. His income hit $10,000 in his tenth month, and grew to over
$60,000 per month in less than two years.
I teach people that if you want to create fast income, go wide by personally
enrolling ten to twenty people each month. However, the faster you sponsor people,
the more volatile your organization. Imagine a eucalyptus tree and an oak tree.
Eucalyptus grows like a weed, but its shallow root system makes it unstable,
and it dies young. An oak tree grows slower as its deep tap root grows hundreds
of feet in the ground, and it lives forever.
You have to go wide first, but go deep as soon as youve found your
A people who meet these three criteria: 1) they show up for conference
calls and trainings without being reminded; 2) they get customers; and 3) they
call you for help, so youre not having to constantly call them.
When youve found your A people, help them get started.
Your job is not to do it for them or to recruit people under them, but to help
them recruit their own people until they can do it on their own.
Ive seen people headed for success lose it by working with the same
people all the time. Youve got to help your A people get their
roots, but once theyve found their A person, you need to be
off to help someone new.
Although he enjoys spending social time with lifelong friends hes made
in his business, he focuses his work time on new people because, as he puts
it, They are the lifeblood of your organization.
While Jordan works one-on-one with his new recruits, he continues to feed his
root system by facilitating thirty-minute weekly conference calls for his entire
team, focusing on strategy, training and promotions. He and his leaders design
incentive programs that give everyone an opportunity to experience some success,
rather than creating programs that give a few top people a shot at a lot of
income. By strengthening the roots, everyone wins.
When I think of what I love most about network marketing, it always sounds
like a cliché, says Jordan. Because its true, a lot
of people say it: I really enjoy helping people get what they want. I have a
handful of people making $10,000 to $30,000 each month. When I met them, they
were working people with average incomes. Now their lifestyles bring them lots
of joy and excitement.
Tomorrow Im flying to San Diego to be with one of my buddies who
invited me to his annual holiday party. Ill be hanging out with him and
his 200 employees on a boat in the harbor for the evening. Hes one of
I used to wonder who the thousands were who had time to attend huge sporting
events, art festivals or just hang out with their friends on the beach during
the week. Now I know. I am grateful to make this contribution to so many peoples
lives. Also, I am able to financially support organizations I believe in, like
Big Brothers and Big Sisters. Its exciting to think that I give away more
each year to charity than I used to make at my last corporate job.
Ive never seen anything with as little upfront time and money create
substantial residual income, completely freeing you to do what you want to do.
And its clear, from the four hours a day Jordan still puts into his business,
that one of the things Jordan loves doing most is building and leading strong