Richard Kall is a network marketing icon and most people in our industry have never even heard of him. He has earned tens of millions of dollars during his past thirty plus years in the industry. He first joined the network marketing industry in 1978 (Amway) and has achieved top earner positions in several different companies.
He also happens to be the mentor of one of my favorite mentors of all time, Mark Yarnell. Richard mentored Mark during their time together in Nu Skin. Mark always spoke very fondly of Richard whenever he talked about him.
Although I have never met Richard Kall in real life (yes, I would love to) I can tell that he is a man’s man. He calls things as he sees it. He doesn’t sugarcoat things or tell you what you want to hear. He speaks the truth. And I respect him for that.
I requested a free copy of his book “The Definitive Guide to Network Marketing” right off his website. I printed it out on my printer and read it in one setting. I then read it again. And then I read it a third time. This little book has tons of golden nuggets in it that would benefit ANY network marketing professional.
My objective today is to share some of my favorite Richard Kall quotes from his book. Each quote is in bold and italics. After each quote I will share my own two cents. They are listed by where I found them in the book. Enjoy.
# 1 The reason most people don’t treat their opportunity like a big business is because it doesn’t cost $50,000 or $500,000 to get in. I couldn’t agree more. If people had more “skin in the game” they would be more likely to treat their business seriously. When you don’t have much money invested it’s easy to make excuses or do nothing.
# 2 No one ever gets anywhere in life working for someone else. There’s nothing wrong with having a job, although it is a hard way to attain financial freedom.
# 3 If you don’t think you can, you never will. We become what we think about it. You must have belief in yourself, you company, your product line and the industry.
# 4 If you can turn yourself into a robot for 60 to 90 days and do the same thing over and over you will be successful in network marketing. To be successful you simply need to do the same things over and over and over. This is a business of prospecting, inviting, showing the plan, following up, and training your team.
# 5 They may not get in, but they are watching you. Everyone is watching you. People expect you to quit the business. If you stick with it, and build it big, many people who tell you NO today will eventually join your team.
# 6 Every one of us has that sleeping giant inside of us. We all have the potential to do something great with our lives.
# 7 Remember, whatever you do will be duplicated by the people you sponsor. Keep everything so simple that even an eight year old could do it.
# 8 Never prejudge people. It’s not your job to judge people. By all means, prequalify people, but never judge someone.
# 9 You never know what stage of life people are in when you invite them to hear about an opportunity. Getting people to join the business all comes down to timing. Everyone can be a good prospect, if the timing is right in their lives.
# 10 You never know where it will come from. You never know who your next ace will be or when they will show up.
# 11 The basic rule of thumb in this business is that quality people lead you to quality people and “eh” people lead you to “eh” people. The smartest thing you can do is sponsor up. Look for people at your level of motivation and higher.
# 12 One of the biggest mistakes a person makes coming into network marketing is wasting too much time with the wrong people. Work with the people who deserve your time, not with the people who need it.
# 13 Look for someone who is successful already. It doesn’t matter what they are successful in. People who are already successful in life typically do very well in our industry.
# 14 Look for someone people will follow. Look for people with a large sphere of influence.
# 15 It’s the ones who stick around long enough who succeed. This business is a marathon, not a sprint.
# 16 The object of building a group is not quantity of people, but quality of people. At the end of the day you are looking for five to ten quality people that you can build a dynasty with.
# 17 Don’t nickel and dime this business to death, or it will nickel and dime you right out of the business. Don’t be cheap with your business. Be smart about how you spend money, but don’t be cheap.
# 18 I didn’t get into network marketing for the product, I got in for the opportunity, and that’s why 99 percent of the people get in. Lead with the business and then offer the products to your prospects if they are not interested in the business.
# 19 Many people use advertising as a sponsoring tool. My advice on advertising is not to use it until you’ve exhausted prospecting everyone you know. Only advertise as a last resort. Start with your warm market.
# 20 But in this business, people will no credibility as a rule don’t do very well. You are looking for people with credibility, people who are successful, and people with a following.
# 21 You must be consistent with whatever you are doing. Consistency is the key to long term success in our industry. You need to work your business every single day. No excuses!
# 22 If you dress for success, you will feel successful, and if you feel successful, you will be successful. People will judge you by the way that you dress. Dress to impress.
# 23 You are the most important person in your group. The first and most important person to sponsor is yourself. If you aren’t all in, you will never do well in the business.
# 24 That signed distributor agreement is useless unless that person knows how to duplicate his or her own efforts. If you don’t have a game plan for your new distributor, they will more than likely fizzle out and quit in 90 days or less.
# 25 In general, I recommend staying in close contact with your new distributor until there are four or five people in depth in their line, and at least one leader type has emerged. Build depth in each leg and never stop. Always work at the bottom most point of each leg.
# 26 If they are not serious, you will only be wasting your time trying to motivate them. You can only lead a horse to water, but you can’t make them drink.
# 27 Your time should be spent with that excited, ambitious individual. Work with the most motivated people on your team, if you want to work smart.
# 28 You must be a product of the product. Use all of the products your company makes and be your own best customer.
# 29 Don’t let the retail part of the business scare you. It’s a lot of people doing a little. I’d rather have an organization of a thousand people doing $100 each, than an organization of a hundred people doing $500 each. This business is about a lot of people doing a little bit, not a few people doing a lot.
# 30 If they love the product they will naturally recommend it to friends. People naturally share things that they enjoy with others.
# 31 People sell every day of their lives, especially when they believe in something. We are all salespeople, whether we admit it or not. We all sell our ideas every single day.
# 32 One way of getting customers is to wear buttons extolling your product’s virtue, or a cute t-shirt doing the same thing. This is one of the simplest ways to strike up conversations with people.
# 33 I would never become a distributor where none of the principals were ever distributors themselves. You want to work with a company that is distributor focused.
# 34 Look for a company that has long range goals. You want a company that is positioned for long-term growth and stability.
# 35 Try to stay away from start-up companies. Look for established, reputable companies to work with. Don’t join a company unless it is at least five to ten years old.
# 36 It’s usually not your organization’s fault if you’re not doing well, but your own. Take responsibility for your own business if you want to be successful.
# 37 The average man at age sixty eight has less money that he did at age eighteen, and that’s after fifty years of hard work. The traditional plan of making a living does not work out very well for most people.
# 38 This business requires a great deal of self-motivation. If you aren’t naturally self-motivated, you won’t do very well in this business.
# 39 You must believe in the product or products sold through your organization. If you don’t believe in what you are selling you won’t do very well.
In review, these are my favorite quotes from Richard Kall’s book “The Definitive Guide to Network Marketing.” Overall, I give the book 4 of 5 stars. I think it is worth reading two or three times, so you can learn from the Grand Master himself.
On a side note, if you have ever worked with Richard Kall personally, I would love to hear from you. Please leave a comment below to share your story, or to tell me which quote listed above is your favorite.