Mondez is a young network marketing leader from Washington, DC who heads up an organization of over 10,000 active distributors and almost 30,000 loyal customers.
Trained as an engineer, he started building his business part time by being extremely productive a few hours here and there. Today, his day looks drastically different compared to when he was cramming in as many calls as possible in those few hours after work. He says he is now thoroughly enjoying every moment of his life.
Because most candidates for his business are at work during the day, Mondez spends that time preparing for prime time. He takes care of his health and personal development. He learns about new technologies and takes classes in online marketing. Around four o’clock everything picks up: the phone begins to ring and presentations start. In the evenings he gives trainings and holds conference calls, but he doesn’t calls it work because he loves doing them.
Mondez travels frequently for events because his organization is all across the United States and Canada. He met his wife Kayla at a training event and while she was growing her business independently, they ended up building together and most recently obtained the top position in their current company.
“The growth of our organization has been tremendous,” says Mondez, “and we owe it all to our systematic approach and educating people about the profession. We forego the get-rich-quick approach that some people take to motivate others.
“Over the years, I learned that if you grow the organization and not the people you will have short-term growth; If you grow the organization and the people you will have long-term growth; but if you grow the organization and the leaders you will have lifelong growth.”
Two Failed Attempts
Mondez was finishing up his B.S. in civil engineering when one of his classmates invited him to a “private reception.”
“I attended even though I didn’t know what it was,” he says. “What was being shared made a lot of sense. The concept of having time and money together resonated with me. The different lifestyle elements that came as part of the story intrigued me.”
Mondez became engaged because of the end goal he envisioned, but the product and services that were being offered also made sense to him. Allured by the dream of becoming wealthy and having the lifestyle of a millionaire, he signed up.
Once he got his feet wet, it didn’t take him long to realize that “very few people ever achieve financial freedom without self-development and distinguishing themselves as a leader first.”
“I found out the hard way,” he says, “and it caught me off guard. I failed miserably in my first company, but I did learn what I didn’t know.”
Mondez started building right after graduation as he was en route to take his first job. He didn’t question the business model because he had a lot of trust in the person who had brought it to him. Soon after he started, he had a rude awakening.
“I was shocked to find out that there was so much negativity towards network marketing,” he says. “My friends, my family, especially my dad, were aggressively opposed to it. They all wanted to protect me. Understandably, they wanted me to pursue my civil engineering degree, since I spent four years in school.”
Far from letting the opposition he encountered weaken his decision, Mondez used it to strengthen his self-motivation
“I’ll show you,” he thought. “A lot of people didn’t think I’d be able to go to school, to get a full scholarship, and to get an engineering degree.”
Having experienced adversity all his life, he figured this was just another area where he would prove people wrong. He says it even caused him to take an overly aggressive approach to building business. By any means necessary, he was going to build his team.
Mondez attended a few company events and started learning about the traps most distributors fall into.
“I discovered I did everything wrong,” he says, “everything I learned later on not to do, from sponsoring family members and trying to build for them, to paying for people to get involved.”
After a couple of years of not having any success, he used up his financial reserves and had no choice but to find a job.
He worked as an engineer for a few years and in 2000, as he was pursuing his MBA in Real Estate finance, a good friend shared another network marketing opportunity with him.
“Even though I hadn’t found the right company, I was partial to the business model,” he says. “It didn’t take a lot of convincing or cajoling to get me involved again.”
This time he had a lot more success. His business grew rapidly because he had become excellent at recruiting.
“I recruited all day, every day, sun up, sun down,” he says. “I personally enrolled probably two-thirds of my entire organization, which grew pretty large. Then, I learned another harsh lesson about network marketing: it’s not how good you are, it’s about how well you duplicate. I realized that with only 24 hours in a day, there’s no way you can build something massive when you’re the only person who can do what you do every single day.”
An analytical thinker, Mondez methodically wrote down all his mistakes and the learning experiences he took away.
“In my second company, I did make money so it wasn’t a financial loss,” he says. “Yet my business didn’t grow into what I truly wanted. I found like-minded people and I sold them on the opportunity, but there was no training, which set me up for failure.”
With team leaders in Richmond, Virginia.
Evaluate and Sort
The third time around, Mondez took a totally different approach. He didn’t get involved immediately and instead of getting excited, he took more of a business approach.
“At this stage, I had been trained, academically and through my professional experience, to thoroughly evaluate companies and people,” he says. “Through my MBA experience interning and working at large corporations, I had learned and been conditioned to assess better. This time I interviewed who I would potentially want to partner up with and I looked for specific traits in the company owners:
A. Were they accessible?
B. Did they have a training system in place?
C. Did they understand the power of the system—did they teach it?
D. Were they successful in their own right?
“I wasn’t going to go forward until I flushed out all those personal requirements for myself. Last but not least, I asked myself if I liked the people. Because I realized, first you have to like each other, which often comes down to that first impression, then trust each other, and eventually you consider doing business.”
With his third and current company, Mondez found all the components he was looking for and he says that’s why his organization has grown to the scale it has today. In addition, he refined his recruiting approach by interviewing potential business partners versus just getting people to buy in to his excitement.
He focused on setting the appropriate expectations, creating a training environment so that people could understand and learn about the profession, and providing a system that duplicates.
“My approach became more of a value-added proposition,” he says, “sharing the features and benefits of what owning a business can do for them, instead of what it could do for me. It became more about understanding the person behind the recruit and how to fit my opportunity into who they are and what they’re looking for.
“Everyone has a different endgame and a different resolve. Not everyone is looking to make twenty, fifty, one hundred, four hundred thousand dollars a year, but if you speak into people’s listening, they’ll be aggressive towards their own individual goals. That tweak has allowed me to really speak to the masses, instead of just a small segment of people who may just be hungry for money fast.”
Mondez strongly believes in Pareto’s law, the 20-80 rule, which he learned as an undergrad and which he says couldn’t be more applicable in network marketing.
“Eighty percent of the production will inevitably come from 20 percent of any sales force. Applying this to my business, I knew you didn’t need a lot of people; you just needed to be able to sort through the masses to find a few. I realized that mastering this skill of sorting would allow me to find the right people quickly once I had identified a few success traits:
Are they hungry?
Do they have work ethic?
Do they have personal power?
Do they have integrity?
“If all those are green lights, it’s fair to say that you found someone who will stay the course.”
“Huge Favor” Approach
Mondez always approaches prospects about the opportunity first, then falls back on the utilization of the services his company offers, turning those who are not ready to build a business into product users. Here is what he teaches his team:
“Leading with the opportunity, you allow people to determine for themselves whether they’re interested or not. This gives you a chance to distinguish whether you have a potential business partner or customer. If you have someone who’s not interested in building, you can always go back and share from the standpoint of becoming a customer, because you’ve already created awareness about your product or service in your presentation. Not having to go back and explain the product keeps you from having to be a salesperson and you become more of a provider of information. I’ve found that this approach is extremely helpful because, if a person is not interested, I simply say, ‘Now that you know exactly what I’m doing, would you consider doing me a huge favor and just try one of our services?’”
Reflecting on why this particular wording works so well, Mondez explains:
“We’ve all, at some point in time, participated in or led some form of fundraiser such as a candy drive for a child or nephew. We’ve become very comfortable with the phrase, ‘Would you do me a huge favor?’ when it’s for a cause bigger than ourselves.
“I remember doing a candy drive for my niece and letting everybody know their support would go to her. As soon as I said, ‘Would you buy some candy or try some candy?’ like clockwork people bought more than they wanted so they could give some away. I apply the same approach to the business because I’ve learned that if you make it about something bigger than yourself, people are willing to support it more.”
Mondez says he learned this from his previous experiences where he was not getting the results he was looking for.
“In my first experience, it was about me,” he says. “I found that people didn’t get that excited about doing something for me. The second time, I made it about making money. People don’t see the long-term vision when it comes to making a bigger income than they’ve ever earned. People walk away from money all the time, because if you’ve never had it, then it doesn’t mean much to you.”
In his last experience, Mondez made his business about helping others, starting with his mother. The approach he used was that she had worked so many years, got forced into retirement due to the economy, and now would have to go back to work. He started approaching his network about helping his mother fully retire.
“I wasn’t telling this to people I didn’t know,” he says. “In my company you don’t need thousands upon thousands of personal customers; you just need a small number who are loyal. It was simple to go to people who knew me, loved me, and cared about me, and some people who ‘owed me’ because I had helped them out in the past.”
After Mondez retired his mother, he met his wife, and his call shifted towards providing opportunity for their unborn children.
“Again, making it about a bigger cause takes the pressure off of having to become a salesman,” he says. “Obviously, there are still some sales skills you’re going to need; you still have to sell yourself. The old concept of sales, which I learned during my time running an automotive dealership, is all about convincing people to buy something that otherwise they wouldn’t buy. Yet we all know, a person convinced against his will, is of the same opinion still. I typically shy away from convincing people and the “huge favor” approach has allowed us to retain customers long term. They understand the big picture and are unwilling not to support this picture, especially if it doesn’t cost them any extra, which is the case with the service our company sells.”
With wife and business partner Kayla Hollomon.
Always a student of the profession.
Today Mondez has become a charismatic leader loved throughout his team and company. However, he wasn’t born with the ability to influence people.
“It was something I truly had to self-develop into,” he says. “I didn’t realize how much of an introvert I truly was until my first network marketing experience. To be an engineer, you don’t need to have team spirit. You don’t need to develop your personality; you just have to be smart and understand how to solve problems.”
Mondez says he never learned communication skills in school, which made it hard for him to speak in public. At one point he took a Toastmaster class, which helped him greatly.
“Speaking was a real issue when I got started,” he says. “I used to stutter when talking to people I didn’t know. I never understood it was because of the anxiety that was mentally conjured up because of my fear of public speaking. I wasn’t always the most likeable person either. But over time I learned to be genuinely interested in people and as I got good at that, it caused an organic, natural relationship building process with people as I met them. It’s not difficult to do, but you’ve got to be truly interested in people above and beyond what they can do for you.”
Mondez says in his corporate career he did not get any leadership training so he actively looked for books and mentors to educate himself. Early on he picked up The New Professionals by Dr. Charles King.
“I really wanted to understand if this business was for real,” he says. “The way Dr. King laid it out made a heck of a lot of sense, especially as we were going into the new millennium. Then there was Your First Year in Network Marketing by Mark and Renee Yarnell, which helped me validate all the lessons I learned from mistakes I made in my first business.”
Other books Mondez read include Developing the Leaders Around You by John Maxwell, The Cashflow Quadrant by Robert Kiyosaki, and How to Win Friends and Influence People by Dale Carnegie.
“The E-Myth became a mainstay,” he says, “because it explains why you need to have a system to tend to a business as a whole. Second, the people in your organization should be able to teach the system, and that’s probably the number one reason why the company we’re building now has been able to grow and duplicate without as much involvement as I typically needed to have prior.”
The Richest Man in Babylon by George S. Clason was another formative book, as well as The Greatest Networker in the World by John Milton Fogg.
“These were all books that helped guide me,” he says. “Jim Rohn was a mainstay in terms of audio training, as were Tony Robbins and Les Brown. Because I didn’t have access to the top leaders in my company, I hadto feed myself with information I could purchase or find online.”
Going Full Time
By the time Mondez found his third company, he was well established in his corporate career. He had an MBA with many designations and had become a successful real estate developer and consultant with many projects in the pipeline.
“I was extremely busy,” he says, “I was working 90 to 100 hours a week. Anyone would say there was really no time, but in the beginning I simply adopted a laser focus. I didn’t walk away from my job because I had a strong six-figure income prior to getting involved in my current company, so I started part time.
“It’s amazing what you can do when you focus. If I had blocked off an hour for making phone calls, I would sit down and do absolutely nothing but make phone calls for that entire hour. I didn’t get up to get a drink of water or do anything else. I approached it just as if I was working for someone else, and I did that four or five hours a week.”
This systematic approach started to yield some results and because Mondez was committed to teaching leadership to his new recruits, they were able to get up and running more quickly and duplication started to happen and emerge, which resulted in him getting promoted to a top position in his company in less than two years.
“I had no idea it was going to happen this fast, but I was extremely thankful it did because in 2008, the real estate market took a dive, my company started contracting, and I was laid off. Because I had replaced my income with my network marketing business, I didn’t really have any anxiety over it.”
Mondez ended up going full time in 2009, the same year he met his wife.
“I met Kayla at a celebration when I first got promoted,” he says. “She was a guest evaluating the business and I was too scared to say anything to her. Thankfully, she ended up getting started and I found out that she was actually in my organization. I strategically set up a Saturday training in her city so that I could see her again. We finally talked and it worked out.”
Mondez and Kayla stayed in touch and initially he started helping her with her business.
“As our relationship transformed into something bigger, one day we made the decision to come together, and in 2011 I proposed to her in Las Vegas. We got married in August 2012.”
Mondez and his new wife gradually began working together because she had a well-established organization within his group, but eventually they decided it made more sense to build together.
“It happened seamlessly,” says Mondez. “Kayla already understood the business and was having success and so it was a matter of focusing on other aspects to get to the top of the company.”
Today Kayla still does her own trainings and events.
“I love it when I get a chance to see her present,” says Mondez, “because I always pick up something new. Kayla has a background in engineering like me, so it was very easy for us to communicate because we share a lot of the same personality traits: analytical and structured, introverted but forced to become an extrovert, a student of the profession who loves studying, reading, and teaching. I think that has helped us out a lot. We love learning together, traveling together… we do everything together.”
Receiving their new Bentley for becoming
top earners in the company.
Car presentation at company event
in Anaheim, California.
Dreams and Vision
Passionate about network marketing, Mondez dreams of one day becoming a global ambassador for the profession.
“When I look at the lack of understanding traditional business people have of network marketing, I want to show them how it is a viable business alternative. I believe bridging this gap can have a positive impact on the global economy.
“Second, I see myself as an example of how individuals can leverage their existing skills and their education and/or experience to build a solid, predictable, sustainable, duplicating distribution network. A market segment that’s underrepresented in our profession is people with postgraduate degrees. For whatever reason, there aren’t that many examples of highly educated individuals who have crossed over to the networking profession that we can point to. I want to be the example of how they can make that transition seamlessly.
“In our business, once your organization matures, the residual income becomes very attractive. I was generating six figures in corporate America, but to earn it I was working over 90 hours a week. I had absolutely no time for anything else and my health was deteriorating. Today I feel ten years younger than I did five years ago. It’s because of the ability to focus our time and energy on many things that are more important than money.
Mondez tells new people who come into the business that if you decide to fully commit to becoming a network marketing professional, the profession will provide an incredible lifestyle, but only if you approach it with respect, integrity, and commitment.
“You have to become a student and think long term,” he says. “Don’t just learn about the profession; learn how to excel in it. Be the best at it and subscribe to making a difference.”
Mondez believes that across companies the training and systems may differ but the success principles are universal.
“It’s not that mine is the primary company of choice,” he says. “If more people understood this, the more success they would have, provided that they choose a solid company that has a good foundation and a good platform.”
Mondez has always had an interest in working in Africa and Europe because he has heard stories that network marketing is not yet as accepted there as it is in Asia and North America. His vision is to go share his experience with students at universities and leaders of institutions in those regions.
“I’m excited about being a conduit because of my background,” he says. “Because I went to school, because I have an engineering degree, I approach the academic world aggressively. I look forward to being able to provide an academic approach to the networking profession, because I view it just like any other profession, whether it’s Wall Street, investment banking, or real estate. I think it’s going to be just as well respected if more attention were given to it.”
Mondez’s vision includes educational events that are not organized by any company, but are simply informational gatherings where people can learn about the profession.
“When we expose more people to the business and the skills required to succeed, more will start the process early on of developing those skills. Relationship skills, people skills, organizational skills, team-building skills, all those things that we learn when we’re going to work in corporate world are applicable here, and even more so because our primary resource is people.”