Having a conversation with Rosie Bank is like talking to an old friend. Now in her mid-fifties, she has been a healer and educator for over thirty years. She has been with her network marketing company for a little over ten years, and she is passionate about her work and its transformative potential.
“People often come to network marketing because someone offered them a way to solve their problems,” says Rosie. “As they join a culture of leadership and embark on their own journey of personal growth, they start leaning into new possibilities and stop focusing on their problems. They entrain to the vibrations of the new culture and rediscover their dreams and purpose.”
When Rosie got involved in the business, her problems were great and her vision was small. Now this ratio has reversed. The way she got here was through changing her habits of mind, turning her attention away from her problems and onto whatever alternatives she could create.
“Success in network marketing is based on a formula that has a transpersonal dimension,” says Rosie. “Now that I’ve gone through the growth process myself, I am able to help others because I’m no longer focused on my own needs. Getting to this point is so exhilarating that it’s worth all the efforts along the journey.
“Once you’re fully committed to serving others, you no longer get bogged down by any kind of negativity or belief in scarcity. To play in the major leagues in this business requires a determination to stay positive, regardless of the circumstances. This is the best recipe for happiness and freedom, in good times as in bad.”
Rosie fell in love with body work and yoga when she was in college. She trained extensively in body therapy, and went through all the certification levels at the Rolf Institute. Her yoga career took her around the world, including a life-changing six months in India to learn directly from Iyengar.
Rosie was a full-time bodyworker for almost thirty years and wrote a book called Bodies, Health and Consciousness.
“It was a fabulous career,” says Rosie. “I blended Rolfing and yoga, a match made in heaven.”
One day she was presenting at a bodywork symposium in southern California, together with a Rolfing colleague, Will, who approached her about network marketing. She stared him in the eye and said, “Go away! I promise I will never do this.”
“My initial reaction was downright arrogant,” Rosie recalls. “Then I found some very specific reasons to change my mind. I trusted Will. He had what I didn’t have, which was continuous cash flow. I was making a great income Rolfing, but it was 100 percent linear.”
Rosie knew a lot of people who were making money through network marketing. Being a former network marketing casualty, she had a love/hate relationship with the profession. In a way she felt the train had left the station and she wasn’t on it.
“I had thought about it weekly and monthly for years after my ‘failures,’ which in retrospect were simply opportunities postponed. I needed to figure out how to do it right. Another factor that made me reconsider was a strong intuition that network marketing would support my love of leadership and personal growth, which has been lining my career choices since I was nineteen.
“At the time, I had just bought a house. My career was still in high gear. I had taught workshops all over the country, including at the Esalen Institute; I had a book, I had a school, I had a full practice. I had worked very hard to make a name for myself through the U.S. and parts of Mexico.
“I was sitting in my backyard, thinking, ‘I did it. What’s next?’ I was embroiled in a financial dispute with my children’s father and was praying for relief from my predicament. When Will offered me his opportunity, I had a lot of resistance, but thankfully I listened to him. He earned a substantial passive income, and I was tethered to my Rolfing table and my yoga mat. Also, the learning edge had worn off around Rolfing and yoga: I could do it with my eyes closed and was looking for something that would stretch and stimulate me.”
|With networking partners on cruise.|
Her license plate says “♥2HLPU.”
Rosie and Mark in Mexico.
Rosie and her dad.
Changing Operating Systems
What mainly attracted Rosie to the networking profession were time freedom and financial freedom.
“The fact that we have the word ‘freedom’ in our vocabulary when talking about our work changes the professional culture from anything most people have done,” says Rosie. “I call it downloading a new operating system around time, money, health and relationships.
“Back in the seventies, I was a student of Catherine Ponder and Louise L. Hay, and I taught many classes around affirmations. My definition of downloading a new operating system is getting to that place where we have tackled old thought patterns and replaced them with new ones based on love, self-worth and prosperity.
“A practical example is when I look at my bank account, I now see sufficiency instead of scarcity. I’m a big fan of Lynn Twist. I worked hard to create this new mindset and I enjoy the fruits of my labor in the form of new possibilities based on sufficiency.
“It’s been a process of purging thoughts that weren’t aligned with my purpose and desires. I used to hold thoughts of negativity, fear, loss and lack. When we become aware of these vibrations—I’ve gone through all the Esther Hicks material—we learn to recognize when they show up in our body and mind. Paying attention to them, I found that these limiting beliefs were negotiable; they weren’t in my DNA. They were habitual, familiar thoughts on my road to prosperity, and part of the reason I joined network marketing was to overcome them in order to get where I am and where I see myself going.
“Another practical example: I met with an associate today who is a power lifter. She is a beautiful wife and mother, who occasionally dresses in weightlifting gear and competes to lift hundreds of pounds. She told me she’s having a great time selling our product, but she’s reluctant to sell the business.
“I asked her to elaborate, and she said, ‘Most people have a negative perception of network marketing.’ I said, ‘What are your thoughts about network marketing?’ One of her concerns was that she doesn’t want her friends to think they’re going to be ambushed at parties. I asked her what her experience had been so far with our team, and she said, ‘It’s been nothing like that.’
“‘Let’s use an analogy,’ I said. ‘When you weight lift, I bet that at the level you compete you have drowned out all negative thoughts and are filled with only positive thoughts that drive you forward.’ She agreed. I said, ‘That same mechanism applies in building your network marketing business: if you are clear about what this profession truly is and point your thoughts in that direction, you can wave goodbye to those old beliefs—they’re no longer yours! And when you fully embody your new set of beliefs about this business, you will attract people like you, who are positive, love the products and believe in the business.’”
One of the most important lessons Rosie learned—she says reading Networking Times has been instrumental—and teaches is that we attract into the business what we think about.
“When we get clear on what we want our businesses to be about,” she says, “attracting other like-minded people happens effortlessly. There came a point in my Rolfing career—about five years into it—when I realized, ‘I really know what I’m doing. My efforts and results are deliberate. I recognize clients who will benefit from my services and those who won’t.’ About five years into my networking business the same thing happened: I woke up and thought, I’m no longer networking in the dark. I’m beginning to be consciously competent.
“Around ten years into my Rolfing career, I had written a book and began teaching around the country. I see a similar pattern happening now, ten years into my network marketing career: I’m writing a book and being approached as a role model for the profession. This may be the stage of unconscious competence.
“Whether I’m going out into the world or sitting in my home office, I no longer spend time trying to figure things out. But I had to spend effort over years to get to this place. I was willing to invest the time to learn the nature of this business in order to enjoy a smooth ride now.”
The man who enrolled Rosie in the business was from Canada and semi-retired. He dropped out, so she was orphaned for a year and a half, groping in the dark. Then she met a woman who was a very effective trainer and became her mentor. They are now close friends and colleagues.
“If we are determined, we always find the support we need,” says Rosie. “Every company today has a variety of online resources. There is excellent generic training available at MLM University and NetworkingTimes.com. No one should let their success depend on how well their sponsor is coaching them. Success clearly begins with the individual.
“When I met my mentor, I attached myself to her at the hip for a couple of years. I responded to every email she sent out and became a student of the profession. Mainly I was practicing how to optimally convey what I learned to other people, just like you take driver’s education to learn how to be a safe driver around others.
“I model this when I stand in front of a group: I look to my left, where I absorb information from my mentor, my company, generic resources—then turn to the right to pass on what I learned to my organization. Gradually, your attention turns away from resources that train you to infuse your new knowledge into the people who are joining your team. I encourage my new associates to turn to me and let me help them, but just for a while. My hope is that we become colleagues as soon as possible.”
Dive trip with other associates.
Rosie learned over the years that success in network marketing is entirely dependent on one’s ability to develop leaders.
“The word ‘leader’ is overused in the networking profession,” says Rosie. “A leader is fully committed and dedicated to grow in order to inspire others to their greatness. The more we use the word ‘leader’ as a designation that must be earned, the more these qualities will show up throughout our entire organization. This business cannot be about me; it’s about empowering others and holding them accountable.
“I recently had dinner with an old friend after our national convention. He is an accountant and kept telling me how accomplished he is in his field. I asked him, ‘Is there anything about your accounting business you would change?’ He sighed, shrank to 90 percent of his size and said, ‘Yes. I could lose my clients at any time. I feel a lot of fear.’
“‘May I share what I perceive in your telling me how good you are?’ I asked. He felt safe, so I continued: ‘I see bravado. To become a successful networker you may need to renegotiate that part of you that needs to be important, look good and be right, because that won’t serve you in this business.’
“The networkers I meet who are at the top of their game are the ones who make it most about other people. Having reached the highest income and leadership levels, they are some of the most gracious people I know.
“In my previous career—not to disparage Rolfing and yoga—you had to elbow your way to the top, leaving others behind. What I love about this business is the way to the top is to move people forward.
“Our company’s top earner is a good friend of mine. Every time I see her, instead of telling me about all the awards she is winning and the size of her organization, she wants to find out how she can support me. She is the most caring, other-centered person—and that’s who I want to emulate.
“I teach people, ‘Get over yourself, because if you don’t, you will get busted.’ When we let go of our self-indulgence, we free ourselves for an entirely new vista, which is the opportunity to help others. In our business, this opens the floodgates to a lot more money, a lot more fun—and a much bigger life.
“When I encounter an obstacle, I let myself indulge in about thirty seconds of grousing, then move on. I value my time and my commitment to my organization too highly to sweat the small stuff or let negative energy enter my space. I used to be attracted to negative people, thinking I could raise them up. It was a tough lesson for me to learn that I couldn’t fix them. Today I recognize this tendency and have firm boundaries. In this business we get to pick who we work with: if somebody is playing a small game, I’m not lowering my game to play with them.”
Filling the Funnel
Rosie’s game is having a career based on helping others. Her license plate says “♥2HLPU.” She has always been self-employed and when she started a networking business, she knew it would be no different from a bodywork practice: if you want a full practice, you have to focus on filling it. Fortunately, she loves to connect with people.
“I love to pick up the phone and talk to people I’ve met at the Obama office or at my Toastmasters group. When I bump into an old friend at Peet’s Coffee, I don’t approach the person on the spot. I usually say, ‘It’s nice seeing you. Can I give you a call?’
“I’m a belly-to-belly kind of networker who loves to get to know people. I like to sit across from them at my kitchen table and say, jokingly, ‘There’s been about $100,000 of business conducted at this table. So, I’m warning you before you sit down.’
“I invite people to my home. I make them shakes, I give them bars. We talk. I am very unhurried in my style. When I tell them about my opportunity, I put it on the table plainly—I don’t make it fancier than it is. During the enrollment process, it’s not about being fancy or clever, it’s about being genuine.
“New associates ask me, ‘How do I approach people?’ I say, ‘Open your mouth, open your heart, speak the truth, let them know what you’re up to and see if they might be interested.’
“Early on, I was a student of Jerry Clark and learned to say, ‘If I showed you an opportunity and the time was right, and it fit in with your schedule and the money was good, would that be something you might have a look at?’
“Or I might say, ‘I’m involved in a home-based business,’ and pause. Pausing in conversations gives people time to take in your words and lets you pay attention to how they process them. I used to talk people’s ear off and eventually learned to make my messages shorter. Now the conversation flows back and forth: ‘I market nutritional products. What do you do?’
“When going out in the world, I don’t assume the next person I meet will be a prospective customer or associate. So I’m off the hook trying to turn everybody who crosses my path into a product user or an associate, which allows for a much more disarming conversation.
“The day I stopped pushing my business forward and focused on allowing it to move naturally, people started coming to me. As I paid attention to that, it kept happening more and more. Now, when I meet the ideal candidate for my business, we recognize each other. Ten years into my career, mastering the attraction factor is worth all the hard work I put in to get here.”
Loving the Profession
Rosie enjoys working from her beautiful home office in Foster City, California, but also attends a lot of training and corporate events nationwide. In addition, last year she took twelve weeks of vacation.
“I recommend that people put the work in networking. It’s a shame that some are led to believe that the products ‘sell themselves’ or their organizations will be built for them. We work harder in this business than in anything we’ve ever done before, but the potential rewards are greater.
“There’s a state I call high achievement, where people put forth a little extra energy, a little more focus, more positive thinking, and they gradually improve their lifestyle. Stepping into their own high achievement, they can upgrade their home without moving into a palace. They can drive a nicer car without it having to be a Lamborghini. These improvements open the door for the next level of high achievement, because the mechanics will be the same to do it again.
“The reason I’m destined to become a top earner in my company is that I keep moving forward. I’m going from here to there, from there to the next point, and I just won’t stop. You know when you’re on a long road trip and you can’t wait to get to where you’re going? At the very end, maybe the last 10 percent of your journey, you may drive a little faster because you’re excited to reach your destination. That’s where I am.
“In my company, there’s a significant pin level that I have my heart set on. To me it’s a measure for how good I have gotten at making it about other people. It’s a benchmark, a badge for having helped people to the degree that I want to be good at helping people.
“I believe what Brian Tracy teaches: you’re doing the right work if you’d keep doing it tomorrow if you won the lottery. I’m totally hooked on promoting wellness and providing people with alternatives to improve their lives. Plus, I get to hang out with truly successful, positive, radiant people. There’s no reason to stop what I do: it’s just too satisfying.”