The Tao of Network Marketing: Harnessing the Wisdom and Freedom of an Entrepreneurial Journey

By John Drennan

DISCOVER THE SECRETS OF NETWORK MARKETING

Are you contemplating or currently active in network marketing? Are you challenged by other people's opinions or self-induced doubts? If you are delaying or second-guessing your commitment to network marketing, read on to discover how countless people are enjoying the f

• Language: English
• Publisher: Modern Wisdom Press
• Release date: Aug 9, 2021
• ISBN: 9781951692124

John Drennan

John Drennan is a popular columnist and lead writer for the Sunday Independent and is one of Ireland's most assured and respected political commentators. He is the author of Cute Hoors and Pious Protestors (2011).

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Introduction

How This Book Came About

I played college basketball. My ball-playing career officially began in the seventh grade as I was growing into what would become my 6'6" frame. Playing throughout Junior High (now Middle School) and High School, prepared me for three years of division III college play. Being a high school All-County player and a 3-year college player meant I was an accomplished player, but not an elite player. Elite players were those who achieved college All-American status or shined at the Division I level. As a college player, I was on the bench as often as on the court. This is where I pondered and studied the game. Often, average players become successful coaches because the bench can be a worthwhile classroom. After three years of occasional starts and frequent off-the-bench play, my college coach invited me to join his coaching staff, which I accepted, knowing I could coach long after I finished playing.

My wife has often said I could use a basketball analogy to relate to any area of life, and she’s certainly right in this case: I would like to share with you that I have been an accomplished player in network marketing, but not an elite player. My accomplishments have included success in more than one company, earning six figures ($100,000 per year) for over 20 years, receiving high levels of recognition, and building teams in excess of 15,000 associates. I have frequently been invited to be a speaker and trainer throughout the U.S. and Canada.

However, these accomplishments have not put me in the status of those earning high six figures and seven figures while being recognized at the highest gold standard levels of their companies and also becoming reputable throughout the industry. While I have been on the network marketing court of play for many years, I have also logged thousands of hours on the bench.

At presentations and trainings conducted by speakers of all levels and backgrounds, I’ve gained insights from this vantage point, eyes trained on the court, learning and growing my understanding from network marketers of the highest order. Many of these professionals became my mentors, coaches, peers, and friends. Several have written books on the subject of success in network marketing.

My most important learning has come from many years as a teacher, speaker, and coach to thousands of people in a variety of audiences. These individuals have been on the court, playing the game, eager to improve, and welcoming assistance. When you have the honor to help others develop, your skills improve as a result. I became a better basketball player after I became a coach, and I became a better network marketer as a result of coaching others. This book is the result of thousands of hours of study and action, rarified experience I offer as you evaluate whether and how to take this journey.

In these pages are perspectives gained over my lifetime of enrolling in five different network marketing companies.

Everything I have written is through the filters of my experiences, which are extremely limited in relation to the approximately 1,000 network marketing companies in the United States alone, the millions of associates around the world, and the variance that exists among companies, products, cultures, and strategies used by associates. I encourage readers to keep in mind the journey you will take in these pages is derived fully from my understanding of what I have coined the Tao of Network Marketing, gained from my experiences in the industry.

Your experiences—past, present, or future—may be very different from mine. Nevertheless, I am sure there will be principles throughout this book that will apply to or have meaning for you. It is my sincere desire for you to gain value and insight from these chapters.

In his blockbuster book Outliers, Malcolm Gladwell shares how 10,000 hours invested in a subject makes you an expert on that subject. In network marketing I have invested over 30,000 hours, taken the journey, and discovered the Tao of Network Marketing.

I want to share the best of what I have learned with you. I am humbled you have chosen this book and sincerely hope you benefit from its content.

Read on and see whether network marketing might be the right fit for you and possibly even the beginning of a fantastic journey.

Part I

Behind the Curtain

Chapter 1

New Ways of Thinking

We do not see things as they are, we see them as we are.

—The Talmud

"D one with integrity, network marketing is the greatest form of business there is." This truism comes from one of my associates and partners we call Coach because prior to his network marketing journey, he was inducted into three different college football halls of fame, including where he coached at the Division I level. Coach is a phenomenal and thoughtful student, adept at teaching whatever he learns, a trait that contributed greatly to our team’s development. I begin with his statement because it captures the best capacities of network marketing while touching on doubts about the industry that must be addressed. In this chapter, I will offer an honest overview of the ways network marketing can benefit you and those with whom you come in contact. I will likewise discuss widely held misunderstandings about the business model, along with actual problems that can occur when network marketing is conducted unethically.

Perhaps you are on the fence about the network marketing path. You may be unsure whether it actually delivers what its practitioners say it can or wondering if you’ve got what it takes to succeed. Or, possibly, like many people with a passing understanding of network marketing (which, going forward, I’ll refer to as NWM), you have doubts about the ethics involved in this industry.

I have written this book to empower you. If you want to decide whether this is an adventure you’d like to take, you need a clear and comprehensive understanding of NWM. Many how-to books have been written on the subject of NWM. This book does offer some how-to, but it is principally focused on "why to." It explores the journey that leads to the Tao.

When approached correctly, NWM has a special, even magical, quality to it. There are subtleties and layers of insights to be uncovered. I imagine an archeologist on a site, finding more and more as she removes the layers of sediment and rock, revealing treasures that could only be found through the experience of digging. This book offers a map, providing markers along the way, and a look behind the curtain as to what lies ahead for you.

To echo Coach’s caveat, when conducted with integrity, the NWM model allows everyday people to get started for a nominal fee, be a supplier of valuable products or services, get paid well, and experience a lifestyle beyond what most people can initially envision for themselves. It offers tremendous opportunities to people who might not be able to access or grow in a traditional workplace. NWM is exciting, it’s challenging, and it’s fun!

Two Analogies

Here are a couple of ways of understanding the nature of NWM. First, we are familiar with the idea of something being more of an art than a science. As an example, the distillation of bourbon is both. During my years living in Louisville, Kentucky, I learned there is a precise method (science) in the making of bourbon; however, I’ve listened to master distillers speak about the art of producing unique flavors and distinctions, resulting in a variety of brands, each offering their distinct appeal. These masters are artists.

Becoming artful is developed with practice, trial and error, and experience. There is no playbook. Only intuition honed over time. Network marketing has its science—methods you will read about later—but the champions of NWM have become artists.

Second, like an iceberg, the surface of NWM is easy to see. What is not obvious is the depth and power of what lies below the water where its mass is hidden. NWM has substantially more to be discovered below the surface than what seems obvious on the surface.

Maintain an Open Mind

You no-doubt are familiar with the saying the mind is like a parachute—it functions best when open. Speak the following saying to yourself out loud:

SPRING IS

IN THE

THE AIR

What, if anything, did you notice? Say it again while asking yourself if any of the words are repeated and then look again.

In your first attempt did you see both the’s? I would love to know your experience. Having led this exercise with thousands of people at events and trainings, I have witnessed the vast majority of people miss the second the, usually to their astonishment, as if it did not exist. I submit it did not exist for them in that moment because their brilliant brain recognized the saying as a known pattern, conveniently deleting the second the as unnecessary. Whatever the reason, people fail to see it, or at least they miss it. Consider how this example powerfully illustrates how our brains protect us by deleting what is considered useless, or maybe out-of-the-ordinary, details and information.

What are the things you might be missing that could be revealed by being consciously open to the new and the unseen, which is all around us? I encourage you to be open to the seemingly unfamiliar, irrelevant, and invisible within this book. Lay down your skepticism, knowing you can always pick it back up after completing this book.

Common Misunderstandings and Criticisms

At one time I considered titling this book The Myths of Network Marketing, having been witness to countless examples of misunderstanding and criticism of the industry and of associates, usually by misinformed individuals. I have seen these opinions burst bubbles and cause people to either change their minds about joining or quit after having joined. Judgmental comments, especially from people you care about, take a mental and emotional toll on the newcomer to NWM.

Initially, I separated this section into two parts—myths and criticisms. Upon further thought, I realized most of the criticisms represent myths and vice-versa. Both myths and criticisms tend to be due to ignorance on the part of the critic.

Legitimate Critiques

As is true with any form of business, it is healthy to flush out the valid criticisms toward NWM. And, certainly, NWM has had its share of detractors. People have been turned off by misleading and unprofessional associates (Note: In this text, associate refers to anybody who has joined an NWM company. The term Associate could be interchanged with other common titles within the industry such as Distributor, Rep, Affiliate, or Partner. Also, associates are sponsored into their company by an active associate within the company, so I will refer to these sponsors as sponsors or sponsoring associates.)

And, as in any industry, there are individuals who inappropriately represent their company, product, compensation, and even themselves. Undesirable representation may be especially prevalent in NWM because the industry is welcoming to people of all backgrounds. There are no background checks, review of school records or resumes, requests for references, credit checks, questions about bankruptcies or net worth, education requirements, or age requirements (other than meeting a minimum age, which is 18 for most companies). Contrast this with franchises that require significant satisfaction of due diligence for a franchisee to be considered or a job that may have an exhaustive interview and assessment process in order to be even considered for a position.

This open environment is like a double-edged sword. NWM provides hope and opportunity for those who most need it, a factor that makes NWM so special. Hundreds of thousands of people have changed their circumstances for the good as a result of NWM. The other side of the sword is allowing of people to enroll without screening, opening the door to people who are not ready to represent their company and the industry properly.

Two filters prevent the sponsorship of problematic team members. First, associates within a company can establish their own set of standards regarding who is welcomed to their team and company. The filter I learned to use is to simply ask, do I want this person in my business? Do I want their energy, their issues, and/or their level of integrity? I learned to avoid people who lack ethics and look to blame, suck the energy out of a room, or have constant drama surrounding them. The second filter is in the associate agreement where most companies will ask if the potential associate has a criminal record. They are especially looking for fraud or illegal behaviors that would represent potential future problems for the company.

What I have learned to look for in people is ambition, coachability, and a desire to make a difference in their lives and the lives of others. It is a bonus if someone has a demonstrated history of leadership and accomplishment because past experiences can influence future ones. Eventually, an associate’s fitness or readiness is revealed and a person either ascends or falls. This cannot be prejudged. Time will tell.

A basic concept within NWM is to earn as you learn. Overly excited associates new to the industry can come across as poorly trained and overly aggressive. Our role as coaches is to help reduce or prevent this and to assist new associates in their progress with expediency.

As within any form of business, some associates will be looking for a quick buck, looking to scam the system. Negative examples I have seen in NWM I have also seen with car sales, insurance sales, realtors, financial planners (especially nonfiduciaries), remodeling contractors, and lawyers, to name a few.

Similarly, as in other industries, some companies give their businesses a bad name by allowing or even teaching unscrupulous practices, leading to people being taken advantage of. Most of us have had