Todd Falcone  14:49 – 16:57

Well I was sitting in my apartment at 1750 Redondo Boulevard in Long Beach, sweating in my non-air conditioned apartment and my phone rang and this guy says, “Is Todd in?” And I said, “This is Todd.” He said, “Todd, my name’s Jim. I’m calling you from Orange County Marketing Group. We’re a marketing company and we’re looking for people who can train and manage others in the expansion of our company, and we’d like to meet with you.” And that is word for word, that is exactly what that guy said to me 25 years ago and I remember it because it was a day that my life began to change and move in a different direction. And I thought, Wow I’m getting recruited into a job or something. In fact, he called and said, “I got you off a list of graduates in the marketing department of Long Beach State” and I really just said, “Wow, this is pretty cool, they’re already hunting me down. I didn’t know how the world worked.” And so I put on my only suit, my clip on tie and flew down to Irvine, California. and walked into a beautiful building and was greeted with a smile by someone at this front desk and “Would you like some water” “Sure” I sat down and then other people started piling in the little foyer and my palms started getting sweaty because now I have to give a good interview and I was nervous. I hadn’t given too many interviews. The only place I worked prior to that was Jack in the Box, McDonald’s, and Kelly’s restaurant parking cars. And I ended up walking into a business opportunity meeting and I was like, Well this is interesting. 50-60 chairs and a white board and some funky gadgets on the side of the room and a big screen TV. I go, “Oh, well I’ve never done this before.” And I thought … I didn’t even think anything of it, I just sat there and watched the presentation and it unfolded before me and I was like, “Hey, this makes sense.” And I gave them my credit card right then and there, maxed out my $500 college credit card. They gave me a convenience charge, I borrowed another $500 at 28.99% interest, and I started out with $1,000 in water filters back in 1989. So that was how I started. Later I found out actually, I don’t know if he said “I got you off a list of graduates”, maybe he did but talk about savvy. This guy was relatively new to the business and he went right into the marketing department list and found me in the white pages. Crazy.

Vince Reed 16:57 – 17:13

I mean I wonder, that probably would still work today. I mean, because that’s pretty impressive for someone to do that. Was that guy one of the top people in the company? Did he end up doing well with that strategy because I’m assuming if it worked for you, it probably worked for a lot of other people as well.

Todd Falcone  17:14 – 18:00

I don’t know that there was a whole lot of other people doing it but now that you bring it up again, that is probably a really great idea. You know, you go get a list of people graduating and I don’t even know how he acquired the list but he did, and then he started looking people up in the White Pages and I happened to respond. He wasn’t one of the top guys in the company at that point. He was pretty new but he went on to be pretty successful with that company and then he ended up finding a different passion in his life. I think he had a passion for starting kids camps, which I know he did. You know, it’s funny you asked that because about five years ago I talked to Jim and he’s like, “Oh my gosh man, I’ve followed your career for years and I remember the time I brought you into the business, it’s so cool, it’s like I’m almost like a proud father.” You know, it’s so funny to talk to Jim, he’s such a funny, cool dude. I haven’t seen him in probably 20 years, but great guy.

Vince Reed 17:59 – 18:20

That’s awesome, that’s great. So you know, you went on, you’ve had a successful long career and I’m sure you’ve talked to a lot of people and you’ve had a lot of ups and I’m sure there’s probably been more downs.

So tell me that worst story of rejection.

Was there ever a time where you just called someone maybe in the beginning and you wanted to just go hide and never come out of your hole for a few days?

Todd Falcone  18:21 – 20:03

I got a lot of rejection, a lot of family members and friends that said no to me. I mean, the only person out of my warm market that I originally sponsored was a friend of mine, Tom Bennett, who I actually reconnected with him just over a year ago. We’re friends again on Facebook, I hadn’t seen him for years. But he was like the only warm market guy. But one thing that happened to me really early on that I’ll never forget, and I actually use this lesson on stage quite a bit: I had this woman that had come in, I think she had come in through an ad response. I was running ads in the Orange County Times or Orange County Register and the L.A. Times back in the day, and she came in and she saw the business opportunity meeting, she was going to come back on Saturday to sign up and go through our Saturday training. And here I am waiting for her, I got my one person who’s going to show up and she pulled a no show. And so me in my position of desperation and anger, I picked up the phone and I called her and I got her voicemail, I was like, “You, I can’t believe blah blah blah”. I’m just saying not good things on her message machine. About five days later, my desk phone rang and I was like, “Good afternoon, this is Todd.” And it was the CEO of the company who I knew, and I knew his voice, he said, “Todd this is such and such.” And I was like, I’m like, “Wow”. I go, “Hi, how are you doing?” He said, “Listen”. He said, “I got a phone call from one of the people that you were going to sign up in the business and she played the voicemail message that you left on her answering machine.” And he goes, “If you ever do anything like that again as a representative of my company, you will be out of this business, out of this company, and out of network marketing. Don’t do it again.” Click.

Vince Reed 20:04

Wow.

Todd Falcone  20:04 – 20:17

And it scared the crap out of me and needless to say I learned that lesson, I never did it again and it was just.. so it wasn’t necessarily rejection but it was a bad, bad experience that I’ll never forget.

Vince Reed 20:17 – 20:44

And you know what’s funny, whenever things like that happen – and that’s one of the reasons I like to ask that question is it ended up being probably one of the biggest lessons that you can ever have if it’s something that sticks with you like that. Now, you know, dealing with rejection and dealing with things like that, you’ve obviously had a lot of success.

So what’s your best story of success for yourself and maybe a story of success for one of your students along the way that’s gone on to do great things in this industry?

Todd Falcone  20:46 – 23:23

It’s hard for me to point out a best story of success. I’ve had .. I’m not the kind of guy, I mean, I get all these plaques and stars and pins and all this stuff. I mean, they’re cool to have but I’m not one of those guys that posts them up on my wall and shows them for everybody to see. And I don’t blame anybody for doing that, I mean, recognition is really cool. Actually one of the things that just happened very recently, and it really doesn’t have a whole lot to – it certainly has something to do with my success in network marketing. I have a very good friend of mine that I spent several years working with, Mark Yarnell, who passed away earlier this year. And Mark and I, you know, when I first met Mark, I remember my friend called me up, I was leaving the golf course. My buddy calls me up and he said, “Hey, listen”, he said, “Mark Yarnell wants to talk to you.” I was like, “What?” I go, “What do you mean Mark Yarnell wants to talk to me?” And I think I was making like, $20,000 or $25,000 a month at my company at that time and he said – because I knew who Mark Yarnell was but he didn’t know who Todd Falcone is – he said, “Listen, he wants to talk to you.” And I’m like, “Really, is this a joke?” He said, “This is not a joke. In fact, our friend is launching this company and Mark’s taking on the master distributor role and he wants to sit down with you.” So I ended up driving to this Mexican restaurant, spent 5 hours in this Mexican restaurant talking to Mark about this company and I ended up working with him and we worked together for several years. And we had a lot of mutual interests: fishing and flying and crazy sports. Mark and I just had a really good rapport and he was obviously, I mean, the author of Your First Year in Network Marketing  and he’s a legend in the business and he’ll never be forgotten. And when he passed away earlier this year, I was asked to give a tribute to him on stage at the Association of Network Marketing Professionals National Convention. And for me, to be asked to do that by his family and to have his wife say, “Look, you know, of all the people that Mark’s known – and he’s known a lot of people over the years – he would have loved nothing better than to have you talk about him at this event.” To me, that was probably one of the most amazing experiences and honors to be able to stand in front of everybody and talk about Mark and his life. So that was not directly a success story per se, but he obviously had a lot of respect for me and what I did in the network marketing profession and we had a great friendship and that was a big deal for me, so that was pretty recent.

Vince Reed 23:23 – 23:45

That’s awesome man, and I would say that is a success, and that’s one of those things we were talking about earlier, you know, the fact that you travel the world, you do all these things. You’ve come a long way from working at Burger King and McDonald’s to be doing that. I think that’s awesome and that is an amazing success story.

Any student that stands out that you want to mention that really makes you proud?

Todd Falcone  23:45 – 26:29

Yeah, there’s several but there’s one guy in particular. I remember, he called me one day, he was on my second level and he said, “Hey”, we had some rapport, he was a nice guy and we had done a couple calls together and were familiar with one another. But he called me up to give me an exit interview, which never pretty much happens and “Hey, I’m quitting”. You know, most people just cancel their autoship. And he called me and he said, “Hey listen, I’m just calling to let you know I’m quitting the business.” And I just said, “Mark”, I go, “Why?” He goes, “Well, I just, you know, I just don’t have the time. I’m so busy with my job and my commute, my family, my church and all this” and he said, “I don’t have the time.” And I said, “Well” … and we just talked for a couple minutes and I found out in that conversation that he’s driving, he goes, “I’ve got a 2-hour commute”. And I said, “Oh my gosh, you’re in your car an hour to work, an hour back?” He goes, “No, I’m in my car from 2 hours from Riverside to Los Angeles every day, and 2 hours home.” And I said, “Mark, what are you doing when you’re driving?” He said, “I’m driving, I’m listening to talk radio.” I said, “Dude, I’ll tell you what” and this was years ago when cell phones were really expensive. I said, “I’ll tell you what: if you go tomorrow and max out your cell phone minutes and you get your prospects ready on your way to work and get your list ready, I’ll be there to work with you and do three-way calls with you all the way into work, all the way home from work and I’ll commit to you if you commit to the process.” And he’s like, “Cool.” Next day, he called me up, he said, “I did it. Let’s do it.” And over the next 12 months, Mark called me with more people on three-way calls than probably everybody else in my group combined. And he went from nothing to over $10,000 a month and we did it 100% in his car. The next year he personally sponsored – I think the number, if I recall correctly was about 250 people that he personally enrolled in the company. That’s an average of 25 people a month. And the guy was … the company had this recruiting bonus that was going on back then, and he was the number one recruiter every single month. He out-recruited me by a landslide. I was second a bunch of times, but he was first by a landslide every single month and crushed everybody. He went on to … I don’t know, I think by the end of that year, his check was $17,000 to $20,000 a month. And then that didn’t even include all the recruiting bonuses. And then unfortunately that company fell apart, but he went onto another company after that and I think his earnings got up to $35,000 or $40,000 or $50,000 a month. He was able to sell his little condo in Riverside, move to North Carolina, bought a big, beautiful home over there and totally shifted his lifestyle. So I’ll never forget working with Mark and that whole story or power. In his car. Crazy.

Vince Reed 26:26 – 26:56

That is awesome. That may be one of the most powerful stories I’ve ever heard. And I mean, it’s a good point anyone listening should make is, you have the time if you just kind of step back and look at what you’re doing with your time. So that’s awesome, man.

So, you know, what would you tell a person getting started in network marketing?

Like the complete newbie, they’re just now getting on autoship, their product just hit the door. They’re brand new. Is there any bit of advice you would give that person?

Todd Falcone  26:58 – 29:30

Yeah, I’d tell them several things. I’d say immerse yourself in whatever training you have available. Surround yourself with all the successful leaders. Follow whatever proven system it is that they have. Don’t come in and even think about reinventing the wheel or doing it your way because you don’t have a way yet. And here’s the thing: if someone is making money and they have a proven way of making money and they’re willing to actually show you how they do that, you follow their system to a T. You don’t question it and you just simply plug in and you continue to do it. That was one of the very first lessons on success that I learned even before I was involved in network marketing on following a proven system. And then the old, I guess, whatever, people hear this all the time: just don’t quit. And that’s hard for a lot of people because they get in and you may not get results right away and most people don’t get the kind of results that they expect. So we set our own expectations on how much we think we should be making in a particular period of time, and almost every time we under-deliver on our own expectations around making money and it’s a disappointment and it’s discouraging. I didn’t make money for two years. I thought I’d be making money, I thought I’d be making $10,000 a month in the first 90 days. I quit my job three months into my business and I wasn’t making $10 a month, which was stupid. And I learned from that mistake, but plugging into the system, take action, be willing to face your fears and willing to hang in there long enough to make it happen and not comparing yourself to other people around you. I know we do, even as I say that, people do it all the time. But some people are going to go way faster than you and some people are going to be slower, but if you’re putting in the time, you’re committed to the process, you’re committed to your personal development, you’re recruiting, you’re doing stuff, and you’re not kidding yourself – a lot of people do that; they’ll kid themselves into … you know, I get people all the time that call me in my office. “Oh, Todd, I need your advice. I’m not successful.” I’m like, “Okay, so cool.” First question always out of my mouth is this: “Give me an idea of how many people n the last 90 days that you’ve exposed to your business.” And the typical answer I get is, “Not enough.” I didn’t ask you for not enough, I said ‘What’s the number?’ and then I’ll get, “Well, you know, 12.” “So you’ve exposed 12 people to this business in 90 days and you’re wondering why you’re not successful.” And they’re like, “Well … ” and then it’s just a reality check for them because they’re kidding themselves into thinking they’re actually doing it and they’re not. The only activity that matters in this business is whether you’re flipping rocks over and showing your product or service and your business to new people.

Vince Reed 29:31 – 30:03

You know, it’s kind of like when people say, “You know, I’ve been in the industry for a year and I haven’t made any money.” And you say, “How much time have you actually put in working the business?” “A day”. And it’s like, no time, or you haven’t actually been in it a year. You haven’t done anything. So just because you signed up in a year, how much work are you actually putting in?

Now what would you tell a struggling veteran, like the person that’s been in for a while?

Maybe they’re like you, they’re at that 2-year mark or that year mark and they haven’t really seen any money, and maybe they’re on the verge of quitting or giving up. Is there any different advice you’d give them or would it be pretty similar to the person who’s brand new?

Todd Falcone  30:05 – 30:14

Well I think if it’s a person that’s been struggling and they haven’t yet .. they’re a veteran of struggle, meaning they’ve been in for a year or two or a few years and they’re just continuing to struggle?

Vince Reed 30:15 – 30:26

Well let’s say it’s a person that their check is stuck at $1,000 or $500. They’re making a little money but they just can’t get over the hump and they’re at that point where they’re thinking about quitting.

Todd Falcone  30:27 – 33:00

I’d go right back to the same thing that I would do when somebody calls me. “Well let me ask you a question, so your check has plateaued at $1,000 a month. How many people have you talked to in the last 90 days?” The only way that I’ve ever found to get out of any doldrums, either in network marketing, direct selling, or traditional sales is you sell or recruit your way out of that. And so typically that is the biggest issue. Now, here’s the thing: let’s just be Devil’s advocate. While I’m talking to tons of people and I’m not producing anything. Well if that’s the case, then we need to look at what you’re doing because there’s something with how you’re doing what you’re doing that’s causing you to not get results. It might be that the person is coming across as too pushy, that they’re coming across creepy, that they push away their prospects because they’re just kind of awkward. I mean, it could be any number of things but if they’re doing the activity and then they’re not getting the result, then there’s something flawed in the activity. What I would do with that person is, you know, if you’re making calls and you’re not recruiting people, and you recorded a bunch of calls and you brought them to me, and I heard you and how you talk with your prospects on the phone, I’m going to immediately be able to pick up on whatever is going on and be able to fix it. I have a lot of people that I personally coach where they’re not getting the kind of results that they think they should be but they’re doing the activity and it’s very easy for me to pick up on what’s going on when I actually hear the conversation. So sometimes those people, if they’re making the calls and they’re not getting results, they can listen to the calls themselves. I always teach people, “Hey, if you want to improve the quality of your conversations, then record some of them and play it back.” I was in speech class. I hated speech class, and they made me talk about a number 2 Ticonderoga pencil in school and I had to be on a VHS tape. And “there’s 60 seconds, talk about this pencil.” I would get up there, I’m like, “Oh this pencil’s beautiful, it’s yellow, it’s got this gold trim on it, it’s fantastic. Look at this eraser and the point.” And I thought I got on stage like, “Yeah, I licked that.” And I get off the stage and the next couple days I come back to class, they give me the VHS tape and I’m standing on stage going, “Well this number 2, uh, pencil and, um, you know, um, like, um, you know, and, uh.” And I realized, “Holy smokes, I thought I’d just crushed it but hearing the recording gave me clear awareness that all I was doing was saying, “And, um, and you know”. And that enabled me to actually improve as a speaker, it made me very aware because here’s the thing: You can’t change things that you’re not aware of, so if you haven’t heard the phrase, “Awareness is the first step toward creating change” it is. And so if you create an exercise that enables you to be more aware of what you’re actually doing, you can then make a change.

Vince Reed 33:00 – 33:20

Wow, I have to tell you, there’s been so many nuggets in this interview. I can’t wait to go back and listen to it again, and I know everyone listening feels the same way. So what I want to do is move into what I call the time is money round. So I’m going to ask you a few questions and I’d love to get your response in 60 seconds or less. Is that cool?

Todd Falcone  33:21

Excellent.

Vince Reed 33:21 – 33:23

Alright, you ready to go?

Todd Falcone  33:23

Sure.

Vince Reed 33:23 – 33:29

Alright. So number one:

what is your number one marketing tip for new network marketers?

Todd Falcone  33:31 – 34:27

Well I would say my number one marketing tip for new network marketers is don’t vomit all over Facebook. That, in our social media driven age today, you posting about your business all day long, every day and that’s all you’re doing and then inboxing people, “Check my business, check this out, you should join this.” Posting on somebody else’s wall, flaming somebody else’s newsfeed or thread is wrong. You can very easily build a big following and great relationships on Facebook and you don’t have to be blasting your business everywhere. That doesn’t mean you can’t post every now and then about your business and get people to generate curiosity. But the things I see people do today, where you go to their wall and it’s just business, business, business, business, business, people tune out. They get sick of it. They don’t want to see it, and if you want to attract people, you’ve got to do things that create engagement. And when people do that, they’re creating people that are disengaged and un-liking them and un-friending them because they’re sick of seeing it.

Vince Reed 34:27 – 34:37

It makes total sense and so true. Alright, so here’s another for you:

you know, who do you look up to as a mentor or entrepreneur? Is there anyone specific that you’d love to share with us?

Todd Falcone  34:39 – 35:29

You know, there’s … some of the greatest authors of the world are – even though many of them I don’t know – are mentors to me because of what they’ve put on paper and taken the time to write and allow me to read. I see guys like in the Internet Marketing space like Frank Kern. Frank Kern has nothing to do with network marketing whatsoever. In fact, I’m pretty sure he doesn’t even like network marketing. But the thing about Frank, for example, and I don’t even know if he realizes this, but the impact that guy’s made on me just from the standpoint of how he markets and the way he does what he does is so brilliant. He’s just such a great copy writer, he’s so fantastic with NLP and his use of skillful language. That guy is money. I mean ..

Vince Reed 35:28 – 35:31

I would definitely agree with you on that one. Love Frank Kern. Absolutely.

Todd Falcone  35:33 – 36:04

Yeah, he’s really cool. But as far as, you know, I’d say big entrepreneur outside of network marketing, Richard Branson is just an amazing, crazy guy that will just try anything and just his intestinal fortitude is the words that I’ll use, I won’t use the other word, but is just beyond measure. And to see some of the things that that guy does, the risk that he’s taken and the rewards that he’s been able to get as a result of it is just mesmerizing.

Vince Reed 36:04 – 36:19

Absolutely. Alright, here’s another one and a big one. And I’m sure every new network marketer probably wants to hear your reply to this:

how should a new network marketer approach a friend or family member about their business?

Todd Falcone  36:20 – 37:25

I would say not chuck it all over them like people do: “Oh my gosh, I just found this thing, you’ve got to get in, you’ve got to get in, oh my gosh it’s so great. You’re stupid if you don’t join.” I see people go crazy. Just chill out, take a chill pill, pick up the phone, call your friend, be you. Don’t be anybody but yourself and just say, “Hey, Vince, Todd Falcone, what’s going on?” “Oh, good, blah blah blah” Catch up. Say, “Listen, I’m calling you for a reason. I just launched into a new business, I’m super excited about what I’m involved in and I’d love to show you what I’m doing. When would you have 10 or 15 minutes for us to get together?” “What is it?” “Well, that’s exactly why I’m calling you, I just wanted to run by you what I’m doing so you know what I’m up to.” “Are you trying to sell me something?” “Bro, I’m not trying to sell you anything. You’re my buddy and I figured you being my buddy, you’d probably want to know what business ventures that I’m doing, I would just love to at the very least keep you abreast of what’s going on in my life and I’d love to buy you coffee and sit down with you or get on the phone or whatever it’s going to be”. And just be normal.

Vince Reed 37:25 – 37:29

So basically you’re saying, be a human being. Be normal.

Todd Falcone  37:29 – 37:30

Yeah, you don’t have to be slick.

Vince Reed 37:31 – 38:06

And it’s almost the same if you were to call your friend and tell them you just saw a cool movie. You wouldn’t have to do all this craziness to tell them to go check it out. So I definitely agree with you on that. Now man, I really appreciate it. This has been awesome, this is definitely one I will be going back to and listening to quite a bit. But for those that know me, they know that it’s virtually impossible for me not to share anything of value to you as well.

So is there any question you’d like to ask me whether it’s about traffic, marketing, business, life.

Feel free to ask away.

Todd Falcone  38:06 – 38:08

How’d you get so good looking?

Vince Reed 38:11 – 38:19

Man, I’d say I’ve never been asked that question before.

Todd Falcone  38:19 – 38:30

You know me, I’m a jokester. I’m just having a good time. No, I do have a serious question though. How did you create the massive following that you’ve created thus far?

Vince Reed 38:30 – 39:16

Consistency. I think that the biggest thing with anyone is just being extremely consistent. I’ll give you an example, I remember a year ago I said, “I’m going to put out a piece of content every single day and I don’t care really, it’s not about making more money. I’m just going to see what happens.” And just by being consistent and putting that content out, I actually was approached by a film company to be in a movie that’s being released and going to Sundance and potentially could be in theaters just by putting out content. I didn’t set out to put out content for that to happen, but it’s proof that if you’re just consistent with any action or anything that you do, you can make your dreams come true for sure.

Todd Falcone  39:18 – 41:13

That’s money right there. Consistency and you know what’s interesting is when you bring that up, that word is, you know, you can’t go to a seminar anywhere and not have somebody say, “You’ve got to be consistent.” And here’s something that I’ve found that’s really interesting. When someone says something and you’ve heard it before, and then you’ve heard it again and you’re like, “Oh my gosh, how many times have I heard you’ve got to be consistent? How many times have I heard you have to have belief. How many times have I heard … ” and then they start to tune out and they’re falling asleep at the event going … okay, I don’t need to listen anymore, I’m going to tune out. You know, there’s two types of people. There’s one person that does that and they think they know it all or they’ve heard it all before. And then there’s another person – and I’m this type of person – that goes, “Wait a minute. I hear people all the time that are successful that I look up to, that I aspire to be like, say that over and over again. Instead of me ignoring it, let me look at my own life and analyze that for a second and say, ‘Huh, how is that actually showing up in my own life?’ Am I actually being consistent in the areas that count? Or am I just tuning out?” And what’s crazy is you look at it and you go, “Wait a minute.” And if the person that typically tunes out who’s tuning out for whatever reason actually takes the time to look at their own life and go, “How consistent am I actually being in whatever that business practice or that business activity is?” They’ll probably look at it and go, “Wow, I’m really not being consistent. It’s like this is just a play thing for me.” And they’ll come to the realization that what they have been blowing off or ignoring is really the thing that they need to focus on the most.

Vince Reed 41:14 – 41:40

Absolutely, man. That’s why one of my favorite quotes in the world is, “The wise learns more from the fool, than the fool learns from the wise.” Basically what that means is, you better pay attention to both sides and not think you know everything, right? So it’s definitely true. Well, listen man, I truly appreciate you. Is there any place where we can definitely connect with you? I’m sure everyone listening will want to definitely connect with you after hearing that awesome interview.

Todd Falcone  41:41 – 42:26

For sure, there’s two places: obviously my website, ToddFalcone.com. T-O-D-D F-A-L-C-O-N-E .com. People can plug into me there, subscribe to my newsletter. I don’t blast you with too much stuff but I put out good stuff that if you’re involved in network marketing or direct selling, you’ll definitely like what I put out. And then certainly Facebook. I’m very active in social media and if you find me on my Facebook fan page which is Todd Falcone – Network Marketing Mastery, that’s the page you want to connect with me on. I mean, unfortunately Mark Zuckerberg doesn’t let you have more than 5,000 friends, so I do most of my business activities on that business page. But you know, there’s a lot of things that I put out through social media that people can also learn from. So I’d say those are the two primary locations for somebody to connect with me.

Vince Reed 42:27 – 42:42

Awesome, well I know that they definitely will. And again, I want to say thank you and that completes another awesome interview on Network Marketing Nation. And for those of you listening, I look forward to seeing you on the next one. Take care.

Vince Reed 42:42 – 42:59

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