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"Formal education will make you a living, but self-education will make you a fortune!"
Dale Calvert Background: Year started in networking industry: 1980
One time I was going to Orlando, Florida for a seminar and seated behind me on the flight were a few prominent sports people. I was putting my luggage in the overhead compartment when this lady carrying a camera came hurrying through the aisle. I really wasn't paying attention to her, but I coulld see that these celebrities were getting ready to have their picture taken. All of a sudden this lady stops at my aisle and says, "Dale! Can I take your picture?" And these guys looked at me like, "Who the heck is this guy?
"Â That's when I thought, "Dale, you must have made it, my man!" Network marketing has definitely changed my life. When I was 20 years old and working for IBM, I got two real quick promotions, and then I quickly realized that I hit the glass ceiling. I tried to get into sales but they told me I didn't have whatever it took to accomplish that.
One day I heard a tape that talked about the various ways you can make money. It talked about a way where you could duplicate your efforts through other people. I got 100% sold on that concept, and started listening to inspirational cassettes. My best friend at the time had been to a network marketing briefing and said it was great. I went to hear it for myself and I realized I found what I was looking for.
The product line really excited me. I believe that weight-loss products are a proven success because people today are concerned with how they look. I knew we had a product that really worked and that was important to me because people in my downline would have the chance to make money quickly on a product that was in demand. I feel fortunate because my family and friends had no problem with what I chose to do. I was so young and so fired up that they weren't able to throw water on me. When you get really excited about what you're doing, you will automatically get support!
But there were times of self-doubt. I think everyone has self-doubt in this industry. It tool me a long time to get to where I am, but I always knew that if I just worked hard it would pay off. I saw the opportunity to create a six-figure income and have time freedom. When I started my business, I lived in a little 600 square-foot house and I would drive my beat up Chevette over to this really nice community where there were these huge houses on a lake. I would drive out there and take pictures of these gorgeous houses in beautiful settings, and I'd put those pictures all around my house and visualize one day that I would live there. Nine years later we bought a house there. Right now I'm building a 15,000 square-foot home on a 100-acre piece of land.
My greatest obstacle in succeeding was not understanding that the only person I could control was myself. I could control my attitude, activity and work ethic, but I couldn't control those qualities in my downline. But the biggest mistake most people make is spending too much time with the wrong people and not enough time with the right people. The most fulfilling part of network marketing for me is watching people achieve their dreams. I love knowing that I playing a small part in their success.
Truthfully, I don't have to work my business that much anymore. But because I'm helping people, I feel like I'm on a mission so I put in the time. On a typical day, I usually get up around 9:00 a.m. and I take some time in the morning to read. Then I spend the rest of the morning until about 2:00 p.m. making phone calls and generating leads for my key people. The rest of the afternoon I spend with my family and then we have dinner. After dinner I spend more time with my kids and then I spend another few hours on the phone talking to my key people again. I motivate my downline by helping them identify their reasons for working this business. The first thing I do when people enter the business is give them a "20 – Reasons" form. They need to write down 20 reasons why they're choosing to build this business. If they don't have a deep sense of why they're involved, they may not make it 90 days. And I won't spend one second with them until that sheet is filled out.
A simple way to approach someone about my business is to share the product first and then share the opportunity. I give out a 30-minute videotape and follow-up with them. I ask if they're open to seeing more, and if they are I bring them to a local meeting. It's a straight-forward, quick approach. When someone rejects me I say, "Next!" Ninety-five percent of people are going to wind up dead or dead broke. Network marketers aren't trying to change that, we're just looking for the 5% who are going to go to work. I tell people to please tell me no if I'm wasting their time. I am on a mission to help a massive amount of people experience the thrill of success. I believe people will fail in network marketing if they don't get in touch with their "why" – their reason for working the business.
They will also fail if they don't listen to the trainers who are showing them how to run their business. Instead, they use what they came with and that's like me walking into a dentist's office, signing an application, and then pulling somebody's teeth. It doesn't work that way. It takes education.
There are four things you need to make it in network marketing.
Number one is your reason for working the business, number two is the foundation of your beliefs, number three is mastering retailing, and number four is mastering recruiting. When you have all of those things working together, and you can duplicate that to your downline, you will be a superstar in your company!