Recruit & Grow Rich is an amazing book.
One of my friends actually recommended I read the book.
It’s written by a guy named David Ward.
David is a very successful rep in the industry.
He’s a top recruiter and top earner.
This book is no-nonsense, to the point and absolutely jam packed with great information.
My copy of the book has HUNDREDS of underlined passages.
Overall, I give it a 9 of 10 and HIGHLY recommend it to any serious network marketer.
What I want to do below is share some of my favorite quotes from the book.
Each quote is in bold and italics.
After each quote I will share my own two cents on the topic.
They are listed in chronological order.
# 1 If you aren’t having the success you want in your business, there are only two reasons. Either you’re not doing something right or you’re not doing enough of it.
This is such sage wisdom. Evaluate how you are spending your time in your business and be honest with yourself. You’re either not being effective or you are not putting in enough work. It really is that simple.
# 2 A few things make a big difference. Most things don’t.
Keep the main thing the main thing. Don’t confuse busy work with being productive.
# 3 In network marketing, you gain leverage through recruiting.
Your ultimate goal in this business is to build a network of distributors who each consume the products, retail a few products, and sponsor other distributors. It’s not just about selling the product. The beauty of this business is a lot of people doing a little bit each.
# 4 You can get a lot of things wrong in your business, but if you are a good recruiter you will be successful.
Even if you aren’t good at training people, you can succeed. Even if you don’t have a great system in place you can succeed. Ultimately, this is a numbers game. Show me someone who can bring in a lot of people and I will show you someone who can succeed.
# 5 If you’re in business just for the money, it’s difficult to stay motivated long enough to be successful.
Most businesses take a couple years just to get profitable. If you don’t love what you are doing, you won’t stick through the difficult times.
# 6 Ray Kroc sold the dream, not his hamburgers.
McDonald’s became successful because of the franchise method: recruiting others. Their goal wasn’t just to sell hamburgers. Instead, it was to build a network of franchisees who each sold hamburgers.
# 7 Everyone starts their network marketing business in the “S” Quadrant.
When you first get involved in network marketing you don’t have much leverage. In the beginning, it is typically just you doing all the work. However, as you build your team, you start to get leverage. Once your team has a few thousand distributors in it you have a lot of leverage. That is your ultimate goal.
# 8 You want your business to sell a lot of products. The only way we get paid is on sales. But you don’t have to the be the one who sells all those products.
If you just focus on selling, you have yourself a job, you have no leverage and no residual income. Your goal is to build a team, where each person sells a little bit and recruits others.
# 9 If you want to increase your income, recruit. In network marketing, recruiting truly is everything.
Recruit, recruit, recruit. And retail a little bit. Enough said.
# 10 You can earn a good living by selling; you can earn more by building a team.
If you just sell, you will never build walk away income. Instead, you need to build a team of people who recruit and sell. This leverages your time and allows you to create residual income.
# 11 People won’t take you seriously if you act weird or vomit a bunch of information on them.
Say less to more people. Ask questions. Be a good listener. Be yourself when you talk to people.
# 12 The biggest key to duplication is using tools and events to deliver the information to your prospects.
Your goal is to get your team members to use third party tools to grow their business and to attend as many events as possible.
# 13 Your job is not to explain the business. It is to contact people and invite them to see or hear some information which is delivered via a tool or event.
Remove yourself from the equation. Use third party tools to show the plan.
# 14 Network marketing is a simple business. Many distributors struggle, however, because they don’t keep things simple.
Keep it so simple even an eight-year old could do it.
# 15 Duplication means using tools, but not necessarily the same tools.
There is more than one way to build a successful business, but encourage everyone to use tools whenever possible.
# 16 Network marketing is a warm market business.
Yes, you can build your business online. But, most people should start with their warm market. Most people don’t know how to build online and the learning curve is very steep. Anyone can sponsor a close friend.
# 17 It’s true, not everyone will be supportive or willing to help. But you are more likely to get help from people you know than from strangers.
If you can’t sign up people you know you will more than likely struggle to sign up strangers.
# 18 Never assume someone won’t be interested.
Never pre-judge people. Give everyone the chance to decide for themselves.
# 19 Network marketing isn’t only about who you know; it’s about who they know.
It’s doesn’t really matter who you sign up. It’s who they know. And who they know. Your best people will typically show up many levels deep in your organization.
# 20 Your network marketing business doesn’t start until you make a list.
Come up with a big name list, ideally 500 to 1,000 names.
# 21 Don’t expect facts and figures to get anyone excited. The magic is in your story.
Facts tell, but stories sell. Appeal to people’s emotions rather than using logic. Use stories to share your message whenever possible.
# 22 Recruiting is sometimes defined as the process of transferring emotion from you to your prospects.
Get excited and stay excited.
# 23 Recruiting is about attracting people, not chasing them.
Become the type of person you are looking to sponsor. Remember that people join people.
# 24 I lead with the opportunity and mention the product. I’m looking for people who want to build a business.
Yes, you need customers. But recruiting distributors is quite perhaps the fastest way to find new customers.
# 25 If you want to recruit a lot of people, you need to talk to a lot of people. The best way to do that is on the phone.
You have to work the numbers and sort through a lot of people to find your key people. You need to work smart so you can be efficient and effective.
# 26 When you use the phone, you can control the entire exposure process. You can’t do that with email.
Don’t make your initial contact by email. There is a good chance it won’t make it to their inbox or get read.
# 27 If you want to recruit a lot of people, and do it quickly, you can’t afford to spend an hour with every prospect.
You have to work smart and be efficient. Use tools and use the phone whenever possible.
# 28 I’ve found that most people who have signed up in a network marketing business before will often do it again. Even if they had a bad experience. They still want extra income.
Current and former network marketers make great prospects.
# 29 If recruiting is everything in network marketing, exposure is everything in recruiting.
The more exposures you make the more people you will recruit. PERIOD.
# 30 The best thing to do is to emotionally detach from the outcome. Don’t focus on the results, focus on the activity.
The only way to be disappointed is if you have an expectation. If anything, hope everyone will say yes, but expect everyone to say no.
# 31 Professionals sort. Amateurs convince.
It’s not your job to pressure or convince anyone. You are looking for people who are looking.
# 32 Tell me yes or tell me now, but tell me quick, I’ve got to go.
This is a great mindset to have in your business.
# 33 You don’t want to leave your business in the hands of someone else. You want to take responsibility for the follow up.
If you wait for your prospect to get in touch with you there is a good chance it will never happen. You have to be proactive.
# 34 Don’t expose and run. Take another minute and confirm everything.
Always confirm the follow-up appointment (date and time) with your prospect. Otherwise, you will end up playing cat and mouse.
# 35 Be consistent. Do exposures every day.
Consistently make two to ten exposures every single day and NEVER miss a day. EVER.
# 36 Recruiting is like dating. You don’t ask a girl to marry you on the first date.
Most people will need eight to twenty exposures before they sign up or buy.
# 37 The most important part of any presentation, live or recorded, are the testimonials.
Use testimonials in everything you do. Get testimonials from your customers and distributors and share them with your prospects.
# 38 Follow up means taking the prospect from exposure to exposure until they say yes or no.
Your real objective is to collect a decision. A Yes or a NO is much better than MAYBE or I HAVE TO THINK ABOUT IT.
# 39 Someone can go from not interested to very interested in the blink of an eye.
The timing for people can change. It will change. That’s why you need to stay in touch with people. A No today does not mean No forever.
# 40 If they ask lots of questions, it usually means they are interested.
Questions are good. So are objections. It just means they need more information to make a decision.
# 41 Always schedule the next exposure (date and time) before you end the conversation.
Never end a meeting or appointment without setting up a time and date for the next one.
# 42 If you don’t guide them towards making a decision, they might never do so.
You have to lead your prospect to a decision and ask them to buy. Otherwise, they will do nothing.
# 43 Whatever is best for them is best for you.
Take your eyes off yourself and focus on what’s best for your prospect.
# 44 It’s always better to have someone else close your prospects.
Use your upline, sponsor, or even someone successful in your downline to help you close your prospects.
# 45 When you work with a new distributor, your primary objective is to recruit someone they know.
Make a friend and meet their friends.
# 46 Placing distributors down line instead of front line may also turn out to be costly for you, if it causes distributors who are not working the business to get promoted and earn overrides that would otherwise come to you.
I’ve made this mistake several times. Placing people you sponsor under other people is a complete waste of time, money and resources.
# 47 The business still works, even if only a small percentage work the business consistently.
Just because most people quit doesn’t mean the business isn’t good.
# 48 You only need a few serious distributors to build a successful business, but you almost always have to recruit more than a few to find them. You might recruit twenty or thirty to find one or two leaders.
Most top earners make most of their money from just one to five people, even if they’ve sponsored hundreds.
# 49 Forget about the ones who weren’t doing anything and focus on the ones who were. Even if it’s just one or two.
Spend your time with the workers. One or two good workers is all you need to build a big team.
# 50 You can’t get anyone to do anything if they don’t want to.
It’s not your job to motivate people. Each distributor is their own boss and is responsible to motivate themselves.
# 51 Talk is cheap. Distributors are either doing these things or they aren’t.
Watch the feet, not the lips.
# 52 You can’t waste time trying to drag people across the finish line. If they’re not making the effort, why should you?
Don’t do more to help people than they are willing to do to help themselves.
# 53 You attract what you focus on.
The law of attraction is always working.
# 54 If you have distributors who aren’t doing much, don’t blame yourself.
It’s not your job to make people successful.
# 55 If your people aren’t doing anything, don’t try to fix them or motivate them, get some new people.
You won’t get to the next rank with the same team.
# 56 Most distributors will never be leaders in your business.
Most people are not leaders, nor will they ever be, even if you want them to be.
# 57 Find the spark in your organization and pour gasoline on it.
Work with the willing. Always work with the newest, most excited people.
# 58 Network marketing is an event driven business.
Build your business from even to event.
# 59 Live events re-sell the business to your distributors.
Promote events and get all of your team members to go to every event.
# 60 The internet will never replace the human element that is essential for long term success in network marketing.
This will always be a people business. High touch beats high tech.
# 61 My advice is simply to recruit as many as you can as fast as you can.
This is a numbers game. Put in the numbers and you will find the right people.
# 62 How much you earn really isn’t anyone else’s business.
There is no need to share your income level with anyone. It’s not their business to know.
About David Ward
David Ward is an attorney, network marketer and author of several books. He is a six figure earner with his network marketing company. He lives in California with his wife.
Connect with David
Buy the Book
About the Book
“Recruit & Grow Rich” was released on March 8, 2016. It comes in paperback and Kindle formats. It has 33 customer reviews on Amazon with an average 4.6-star rating (as of August 2016). The book features 214 pages. The ISBN is 978-1530355563.
I hope you have enjoyed these valuable lessons from Recruit & Grow Rich. If you haven’t read the book yourself yet, order a few copies and share it with your team. You will be glad that you did.
What is your favorite quote mentioned above and why?
Leave a comment below to let me know what you think.
I look forward to hearing from you.