Up until recently, I knew very little about Ken Dunn. I had heard his name mentioned a few times from Art Jonak, co-founder of the Mastermind Event. After searching online, I quickly discovered that Ken authored a book titled The Most Important Minute in Your Network Marketing Career. I figured I should check it out, so I ordered a copy on eBay. I received it about a week later, and read it in one setting. I then re-read it again.
I’ve got to tell you, I love this book. It’s an easy read. It’s short and to the point. It’s one of the first books any new network marketer should read when they first get started in our industry. The book talks about the required mindset, some technical stuff, the strategic stuff, and is loaded with great tips. Overall, I give it a 9 of 10.
Top Ken Dunn Quotes
Listed below are some of my favorite Ken Dunn quotes from his book The Most Important Minute of Your Network Marketing Career. Each quote is in bold and italics. After each quote, I also provide my own two cents on the subject. Enjoy.
# 1: We have to bring them in, keep them in, and move them along.
Our goal as sponsors is not to just recruit people. We also have to focus on retention and help people move their business forward. This means that when you sponsor someone, that is actually step # 1 in the process, not the final step. Sign people up, train them, help them sponsor a few people and start working in depth.
# 2: You will find making money easier after you decide to become a better leader; you cannot become a better leader until you have become a mentor; you cannot become a mentor until you have become an apprentice; and you cannot become an apprentice unless you have been a prospect.
First you are the student, then you are the teacher. You start out as a sheep. As you learn a few things and start to build a team of your own, you become a shepherd of sheep. You have your own team of reps that you train, nurture and support. As time passes, you become a shepherd of shepherds. This means you focus your time and energy on mentoring other leaders in your team, who in return, mentor and train their people.
# 3: The only thing I can find in common with all the people I have sponsored is that they are all joining me.
People don’t join companies, they join people. Be someone worth joining. Work on your mindset, attitude and skill-set daily. Your prospect will evaluate YOU more than they will the products or business opportunity you share with them.
# 4: The reality is people will not join your business unless they like you.
People want to do business with people they know, like and trust. Work on your people skills. Become more likeable.
# 5: You won’t grow your business until you start growing yourself.
This is the ultimate personal development business. To grow your team and check you must first grow as a person. Spend time each day working on your personal development. Improve your leadership and salesmanship skills. Improve your communication skills. Make sure your attitude an beliefs are positive.
# 6: The biggest mistake someone can make when they join the business is to think that because of some unrelated success in life, or simple arrogance, that they can figure this out on their own.
This is a team sport. Do not be a lone wolf. Leverage your sponsor and upline whenever possible. Remember, you don’t know what you don’t know. This industry is very different from almost every other industry in existence. Even if you have previous entrepreneurial experience, or are great at your job, you need to develop a different set of skills if you want to succeed in MLM.
# 7: Your income in the business will be directly related to the example you set for other people, and to how many people you help get started properly.
Lead by example at all times and set the pace for your group. Help each one of your new team members get started right and start driving depth as quickly as possible.
# 8: As a leader, it is crucial that you get your personally sponsored people started properly.
Getting started right is more important than just signing up. Starting right is better than starting over. Walk each new team member through the team’s or company’s getting started training.
# 9: … leadership is not the words you say, it is the actions you take.
Inspire people by your actions. Set the example at all times and do the things you want your team members to do.
# 10: Mentor the leaders who come to you! Don’t worry; you won’t have to go out there trying to find people to mentor. They will beat down your door.
Your leaders and potential leaders will identify themselves and ask for your mentorship. When they do, help them!
# 11: A big part of getting someone to join the business is to get them dreaming again.
Most adults have stopped dreaming and are stuck in a rut. Before you share your presentation with a prospect, try to find out what their hopes and dreams are, and show them how your business can help them get what they want out of life.
# 12: There are a significant number of people who never get started or disappear because the pain of change is greater than the pain of staying the same and that’s not your fault.
Most people’s comfort zone is their own biggest enemy. Many of your new team members will not do what you teach them because they fear being rejected, they fear failure, or they fear what others think. There is very little you can do to help these people. If anything, try to get their list from them and start taprooting them.
# 13: You need to provide constant, immediate support to your apprentice to prevent buyer’s remorse.
Most people are very vulnerable when they first join the business. It’s your job to comfort them and ease them into the business. The best ways to do that are to (1) help them get a good product experience quickly and (2) help them sign up 1-2 new distributors and customers quickly, so they get a check.
# 14: Remember, your apprentice is looking for a leader.
Be the leader and you will attract the right people. Don’t expect your upline to do it for you. Be the type of person that you want to sponsor.
# 15: Network marketing is the purest lead by example platform on the planet.
You might be a General, but this is a volunteer Army. No one has to follow you. Each person is their own CEO. You must inspire others to follow your lead. Being a bully or dictator does not work in this industry.
# 16: If you take time to build a relationship with your prospect, they are much more likely to join your business.
This is a relationship business. No relationship, no business! People might join for the money initially, but they stay (or leave) because of the relationships.
# 17: … you are the only variable in the recruiting process.
If people are saying NO it’s because of you, not your business opportunity. Talk with your coach and mentor and have them evaluate what you are saying and doing. Even a few small changes can drastically improve your conversion rates.
# 18: The sooner you go out and become independent, the sooner you will begin to earn money.
Do not stay 100% dependent on your sponsor or upline. The sooner you accept 100% responsibility for your business, the sooner you will start to succeed!
# 19: Leadership is the action you take, not the things you say.
Do what you say and say what you do. People will do what you do, not what you say. Always lead by example and do the things you want your team to do.
# 20: The only thing in common with all elite-level earners in our profession is they never stop prospecting and neither should you.
Always stay in the trenches and contact new people every single day. New recruits will solve every business problem you have. Never let a month go by where you don’t personally sponsor 2-4 new business builders.
# 21: If you want to create duplication in your group, your team has to have an example to follow.
Do the things you want your team to do. Not everyone will follow your lead, but some of them will. If you aren’t doing anything to grow the business, don’t expect your team to outwork you.
# 22: It will take a couple of years to see consistent income start to come in.
This is not the lottery. It takes a few years to get a successful business established, regardless of the industry. Have realistic expectations and give yourself time to succeed.
# 23: Getting to convention will keep you in the business.
Attend all events. Promote all events. We are an event driven industry. The more people you have attending events, the more your business will grow and the more money you will make.
# 24: As a leader it’s your job to pour energy, fun and excitement into the lives of everyone around you.
Add value to other people’s lives. Be positive, encourage and uplifting. Speak belief into others and look for the best in others.
# 25: … the tone of a community will be set by the attitude of the leader.
The speed of the leader is the speed of the team. The leader creates the atmosphere, morale and attitude in their organization. If your organization is negative and/or flatlined, take a good look in the mirror. That is the problem and that is the solution.
# 26: The biggest lesson I have learned in leadership is that every great leader in the world attributes their success to coaching from a mentor.
Every great leader has a mentor. You need one too. Find someone who has achieve the success you desire, submit to their authority, and follow their lead. You will be glad that you did.
# 27: What I have to come to understand is that no great leader ever does it on their own.
You cannot advance through the ranks in your company, or grow your check substantially, without the support of others. This is a team sport. We build people and people build the business. No one in MLM (or life) is truly self-made.
# 28: Before you can learn to lead and become a mentor; you first have to successfully complete your apprenticeship.
As I mentioned earlier, first you are the student, then you become the teacher. Don’t skip this step. It normally takes several years to truly master the basic MLM skills. Having a mentor can shorten this learning curve.
# 29: The size of your group and your paycheck will be directly proportional to the size of your heart.
You will never become ultra successful in this industry until the business goes from your head to your heart. Until your focus in on helping and serving others, you will never have a big team or big check.
# 30: Your goal is to create a business with thousands of independent leaders in it that only call you to thank you.
You don’t want everyone to be dependent on you. Instead, you want an independent downline. You want to build up your Generals and have them take care of their own Armies. If everyone is dependent on you, this business is a nightmare.
# 31: The secret to creating a lifetime residual income is building depth properly and tap rooting.
Build depth and never stop. The deeper you build each leg in your organization, the more long-term security you have in your team.
# 32: You are going at a great pace if you are personally helping someone get started in your group every week.
Sponsor one new business builder every week and help them launch their new business. If you do that for a few years, you will have a huge team.
# 33: By the time you are ten to twenty levels down, you are going to have two to three people who have naturally started to duplicate you. By the time you are twenty levels down in your tap root, you will never have to worry about that leg again.
Your best leaders show up in depth. The deeper your leg is the more secure it is. Also, your best leaders normally show up in depth. You want legs with leaders backed by leaders backed by leaders.
# 34: I didn’t realize that most people who join the business join because of the product and the paycheck, but they stay because of the community.
Create a team culture that people are proud to be part of. Create an environment that is so positive and uplifting, that people want to remain members of the community, even if they decide to stop building a business.
# 35: Spend your time with the performers in your team.
Work with the people who deserve your time, not with the people who need it. Work with the willing and don’t make the mistake of wanting success more for someone than they want for themselves.
# 36: People will not take advice from you until they know you and trust you.
If people don’t know you, like you and trust you, they will not listen to what you have to say. You have to earn each team member’s respect and trust.
# 37: All of the energy and passion in the world will not replace the experience of a good mentor.
Get a good mentor as quickly as possible and follow their lead. Without a mentor, you will have to figure out everything on your own. That is a slow and painful way to grow your business.
# 38: Building a successful network marketing business is a numbers game.
You will have to work through the numbers to find your key leaders. You will have to talk to thousands of people to sponsor hundreds of people to find your few key leaders. That’s just the way this business works.
# 39: One of the biggest problems in our business is not getting people to join; it’s getting people started once they join.
Most people who join your team will not be coachable or willing to work. Just because someone bought a starter kit and signed the distributor agreement does not mean they are serious or committed. Do not take it personal when people aren’t coachable or won’t get to work. It is what it is. Work with the willing.
About the Book
This book was published in 2012 by Next Century Publishing. The ISBN is 978-1-936417-96-4. It comes in soft-cover or Kindle format and has 127-pages. It is available anywhere books are sold.
About Ken Dunn
Ken Dunn is an author, trainer, public speaker, and network marketing professional. He has built teams of over 250,000 people in 40 countries. Prior to network marketing, he worked in the law enforcement field.
In conclusion, The Most Important Minute In Your Network Marketing Career by Ken Dunn is an amazing book. Overall, I give it a 9 of 10 stars and consider it a must read for any new or experienced network marketer. If you haven’t read it yet, you should.
What are your thoughts? Have you read the book? If so, what is your favorite Ken Dunn quote? What did you think about the book? Leave a comment below to let me know what you think. I look forward to hearing from you. Have a great day.