As professional networkers, we cherish the idea of freedom, yet we often confine that idea to dimensions of time and finance. In this column, professional networkers guide you to an even greater freedom available to you right now—personal freedom—by sharing how they live the principles of the Revolutionary Agreements: Truth, Acceptance and Gratitude.

In this issue, we focus on Truth Agreement #4: “I agree to keep doing what works and change what doesn’t.” For William Faucette, Jr., the best job in the world doesn’t guarantee satisfaction; Kathy Martin found out what works and keeps on doing it; and Hannah Ineson uses questions to help her change what’s not working.

Success ≠ Satisfaction

William Faucette, Jr. is the top producer for his network marketing company, an impressive achievement for someone who was on an entirely different career path just a few years ago. With a degree from Stanford, a high-ranking local government position, responsi-

bility for 700 people and a $35 million budget, and lots of accolades for his professional and community contributions (among them recognition as one of 30 leaders under 30 in Ebony Magazine), William had all the outward appearances of success—yet he was unfulfilled, and still thirsted after the sort of freedom network marketing promised.

My career had seemed effortless, with one success after another, yet my networking business was a constant struggle and I had achieved few of the grandiose goals I had set for myself. Despite this, the little voice in my head had been saying for more than four years that I needed to go full-time; that it was time to get out of my comfort zone and fulfill my God-given potential.”

An opportunity presented itself that met William’s criteria for his bold move to network marketing. Three years ago, not without a great deal
of trepidation, he finally left his established career and went full-time into network marketing.

Today, William’s new networking career gives him the satisfaction of not only using his own potential, but also dedicating his life to helping others recognize and develop their God-given talents, too. In so doing, he earns several times the income he earned at his “perfect” job, and fully enjoys the added benefit of time freedom.

“Best of all,” he says, “I enjoy the satisfaction of knowing that I had the courage to step off the beaten path onto the road less traveled.” And just as Robert Frost’s famous poem predicts, that decision has made all the difference!

What Works: Keep Recruiting

Sometimes we can change what doesn’t work, and sometimes we can’t: especially if it’s changing other people who aren’t working! Having to face the myriad of reasons why people don’t succeed in networking, Kathy Martin focuses on continuing to do what works: recruiting.

Referring to a file of previous goals, Kathy reports, “It contains a list of 20 people I felt would be the core of my business by the time I achieved Ambassador. Now that I’ve reached this coveted title, I look back to discover to my amazement that of those 20, only four remain in entry leadership positions today. Three have become customers, and 13 are not even enrolled with my company any more!

“We who have chosen success in this industry can’t let our goals for prosperity be stolen by other people’s changes,” says Kathy. “What works at any given time for one person may not work for another.” As evidence, Kathy points to the raft of leaders who now grace her organization and whose names didn’t even appear on her original “success list.” In a memo to her team, she writes, “You will absolutely get to Ambassador if that is your goal. Don’t let people bailing out affect your future! That’s their decision, not yours. Just keep doing what works: have an unquenchable commitment to daily calls—success will be yours if you keep on recruiting.”

It’s All in the Questions

Master trainer Anthony Robbins teaches us that the quality of our lives is directly related to the quality of the questions we ask ourselves. Hannah Ineson learned about the value of questions from her sponsor 18 years ago, when she first entered network marketing.

“He taught us the three most important questions to ask ourselves constantly,” says Hannah, “and they were, What’s working? What’s missing? And what’s next?”

Recently, she and her sponsor revisited this set of questions in light of their many years of experience. He told her he’d noticed that people could easily be sidetracked by the second question, and that focusing on the first and third seemed most productive. Pondering this, Hannah found herself expanding on more useful ways to cope with “what’s missing.”

“While it’s certainly not constructive to remain focused on what’s not working,” she says, “we must change what we can.” She offers the following questions to do so:

“First ask, Can I do anything about this? If not, then switch focus to the first and third questions. And if the solutions seem elusive, ask Who can help me? This is not a business that can be done alone; it’s all about teamwork.

“Sometimes,” she continues, “the very act of changing what we do releases new energy and stimulates growth.” One of the changes that works for Hannah and her team are her annual sabbaticals, which give her time to pursue her love of art and her team the opportunity to develop greater leadership among themselves.

Hannah finds those three questions from nearly two decades ago still provide an excellent way to test ourselves.

“Do you have more answers to What’s missing? than you do to What’s working? and What’s next? If so, maybe your focus on what’s missing isn’t working! Time to change the focus. What’s next?”


MARIAN HEAD is on the faculty of Networking University, is a
network marketing leader, Contributing Editor to
Networking Times
and author of Revolutionary Agreements: Twelve Ways to
Transform Stress and Struggle Into Freedom and Joy.