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 quit.
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 I wanted.
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!
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 up.
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 my customers.
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 teams.