M A R / A P R 2014
Career Success with Family Fulfillment
Can We Have It All?
Bankable Leadership Happy People, Bottom-Line Results March/April 2014
PERSPECTIVES 5 LEADOFF
Dr. Josephine Gross While owning a home-based business holds a promise of greater work/ life balance, not every network marketer has found what they were looking for.
SPECIAL SECTION Networking University Webinar Schedule - Faculty Recommends
WORDS OF WISDOM About Work/Life Balance Memorable quotes by Sheryl Sandberg, Oprah Winfrey, Celine Dion, and others.
OUR TIMES – PART 1 How does your business help you create balance? • Michelle Fraser, Applying Focus • Julie Henderson, Communicate, Plan, Be Grateful • Laura Holbrook, Raising Children and a Team • Udana Power, Delve Deeply Inside • Janine Finney & Lory Muirhead, Freedom and Flexibility • Tina Beer, Be Your Message • Rosalie Elliott, Strengthen Your Core • Mariela Elorduy Blackaller, A Better World • Sara Marble, Family Rules
PROFESSIONAL DEVELOPMENT Save Time and Stress Nicki Keohohou Thinking and talking like a coach can help you engage others in your vision and build a stronger team.
LEAD INTERVIEW Bankable Leadership Dr. Tasha Eurich is an organizational psychologist and bestselling author of Bankable Leadership: Happy People, Bottom Line Results and the Power to Deliver Both. According to Dr. Eurich, leadership is a learnable skill and a matter of balancing seemingly opposing forces: how do we recognize people while at the same time driving improvement? How do we focus on relationships while driving productivity? The answer lies in Bankable Leadership, says Dr. Eurich, and her life’s work is to help business leaders to cultivate this ability within themselves and their teams.
MASTER NETWORKER Choice, Not Chance Kami Dempsey got started in network marketing seven years ago. She became her company’s first millionaire and has enjoyed a six-figure monthly income for several years now. During those years Kami and her husband Nathan also had their second and third baby. Kami started building the business part time, at first gathering lots of auto-ship customers. When the economic crisis of 2008 hit, Kami found more people interested in the business opportunity and her organization has been growing exponentially ever since.
MASTER NETWORKER Expect Miracles Jeannie Chong is a Malaysian resident of Chinese descent who leads a network marketing team in Southeast Asia and the U.S. In 2013 Jeannie distinguished herself by reaching the rank of Blue Diamond in her company’s compensation plan in just five months. She has since groomed six more Diamonds on her team and continues to break records within her company. She attributes her success to her love of education, her reliance on divine support, her determination to grow and succeed, and her passion to help those who have big dreams.
MASTER NETWORKER Go for It! Carolyne Rodrigues is a former flight attendant who stumbled upon network marketing sixteen years ago. Originally from India, she had immigrated to Canada with her parents at the age of eleven. Coming from an impoverished country, she had never been taught how to pursue her dreams. When she got started in network marketing, she first had to learn how to improve her mindset. Today Carolyne is a top-25 earner in her company and in 2011, she won her company’s Woman of the Year award.
OUR TIMES – PART 2
How does your business help you achieve balance? (Continued) • Linda Proctor, What Do You Love Doing? • Maureen Alice Torr, Find Wisdom and Strength • Sarah Robbins, The Starving Baker • Megan Wolfenden, Freedom to Choose • Debi Granite, Monitor Your Thoughts • Pamela Barnum, A Fairy Tale • Rachelle Castor, Calibrate on Collaboration • Hilde Rismyhr Saele, Constant Motion • Violet Ikahu, A Simple Formula
JUST FOR FUN Word Puzzle
LIFETIME MEMBERS Description of Lifetime Loyalty Leaders program and members list.
DEPARTMENT SUMMARIES Overview of articles in this issue.
THE CLOSE Creating Global Balance Sonia Stringer Network marketing can be a significant contributor to the empowerment of women locally, nationally, and globally.
Cofounders Dr. Josephine Gross Chris Gross Publisher Bob Proctor Publisher Emeritus Frank J. Keefer Founding Editor John Milton Fogg Consulting Editor John David Mann Editor in Chief Dr. Josephine Gross Design Editor Yan Z. Hughes Contributing Writers Pamela Barnum, Tina Beer, Rachelle Castor, Mariela Elorduy Blackaller, Onyx Coale, Rosalie Elliott, Janine Finney, Michelle Fraser, Debi Granite, Julie Henderson, Laura Holbrook, Violet Ikahu, Nicki Keohohou, Sara Marble, Lory Muirhead, Udana Power, Linda Proctor, Sarah Robbins, Hilde Rismyhr Sæle, Sonia Stringer, Maureen Alice Torr, Megan Wolfenden Web Services Lyman Benton, Yan Z. Hughes Customer Service Matt Holsonback
Global Prosperity through a Philanthropic Economy® Gabriel Media Group, Inc. Chief Executive Officer Chris Gross Chief Operating Officer Reed Bilbray Chief Technology Officer Brad Morrison Controller Yan Teng Board of Directors Michael Cunningham, Chris Gross (Chairman), Dr. Josephine Gross, Glenn Head, Don Karn, Bob Proctor, George Shaw Networking Times is published six times a year by Gabriel Media Group, Inc. Copyright © 2014 Gabriel Media Group, Inc. All rights reserved.
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Cover photo: Holbrook family.
Save Time and Stress How to Think and Talk like a Coach By Nicki Keohohou
irect selling professionals have full lives. We are partners, parents, sales people, teachers, trainers, and leaders of leaders. Sometimes we find it difficult to maintain our roles and our sanity. If you are finding that doing it all is challenging we recommend that you discover the world of coaching. Coaching skills will make a difference in every relationship and aspect of your life. Whether you choose to build a strong team, increase sales, or engage someone in a compelling vision, coaching skills will benefit all. You will no longer feel responsible for others and will learn how to let go of the outcome. Applying coaching skills creates deeper connections, makes others feel valued and heard, and gives them the space to be resourceful and empowered. In business, you can take these skills into your marketing efforts, sales conversations, team building and, of course, client relationships. When you take the time to have others discover their own answers, they will not come to you asking for them. Whether your children ask, “Mom, where are my socks?” or your team member asks, “What is the shipping policy?” as long as you keep giving the answers they will come to you to solve their problems. I challenge everyone to think like a coach in your business and personal life. Ask more questions and listen more deeply. Trust that you will find the questions you need to engage someone in your offer, to inspire someone to take action or to take a step toward a better life.
As a leader you have the opportunity to touch the lives of your team members in a way that will make a difference in many areas of their lives; yet your role as a coach is not to teach, instruct, or direct, but rather to encourage, inspire, and allow them to discover their own answers. Have you ever avoided calling a team member because you didn’t want to hear them lament over a problem or report that they have not yet followed through? Have you felt like a babysitter from time to time? Or when you called a team member, did your heart sink when you heard, “I’m just not having any luck with my calls.” Or, “I just don’t know if I should be doing this.” If this rings true, take heart—you are not alone! Handling negativity or pessimism is a natural part of being a leader. How you view and respond to the scenario is precisely what distinguishes you as a leader. Discover how self-coaching can impact your results and enjoy the journey more with these six thought starters: 1. Don’t take another’s dejection personally. When a team member is feeling discouraged about their business, remember it’s not about you—it’s about them! Whether they experience pressure at work or challenges at home, team members often displace their frustrations and take it out on their business, when in reality, the business is something that brings them great joy. Ask yourself, “Is this about me or them?”
2. Don’t get their “stuff” on you. Sometimes, leaders become so connected to their team members that they actually feel responsible for their success. Don’t allow the mood of a team member to determine your level of commitment. Stand strong in your belief, remain compassionate, and you will help raise your team member to your level, rather than get dragged down with them. Ask yourself, “What is my responsibility in this situation?” 3. Respond with love, empathy, and acknowledgement. There will be times when what your team member needs is not another suggestion, tip, or idea. Instead, she simply needs someone to listen without judgment, respond without advice, and reiterate a belief in her ability to work through the challenge. A valuable coaching skill is called “I See U” acknowledgement. This is more about the being than the doing. The focus is on the characteristics that it took for the person to accomplish the task. Ask yourself, “How can I acknowledge more people and assist in making them feel good about themselves?” 4. Practice heart-centered listening. Learn to listen with the heart to understand the other party. By being 100 percent present with people, you will not just hear them, you will feel the meaning behind the words. Write down the acronym WAIT on a card and keep it near you at all times. It stands for Why Am I Talking? It is meant to make you slow down and think about how much you are talking and how much you are listening. Ask yourself, “How can I be 100 percent present with this person?”
5. Questions are the answer. Discover the gift of asking questions that empower others. Coaching questions begin with who, what, when, where, and how. Questions come from a place of curiosity and have no judgment attached. For best results, ask open-ended questions that cannot be answered with yes or no. Be patient and use the “precious pause” to formulate powerful questions. The pause honors the person you are coaching. Ask yourself, “What question can I ask this person to assist them in discovering their own answer?” 6. Be there for them. Communicate at least twice a week with those team members who are demonstrating a high level of commitment to their business, and less often with those who are not. Review their progress on a regular basis and determine your personal communication by matching your efforts to theirs. Team members who are investing a considerable amount of time in their business merit more of your time. Those who invest little effort in their business should receive less of your attention. Many times, an acknowledgement is all that’s needed to help your team member through a challenge and on to success. Lead with passion and coach on purpose, and you will be the leader of leaders that others choose to work with. n
NICKI KEOHOHOU is cofounder and CEO of the Direct Selling Women’s Alliance. She is a Certified Business Coach and cofounder of the DSWA Coach Excellence School, the only coaching school focused exclusively on the network marketing and direct selling profession.
Choice, Not Chance Kami Dempsey: Donâ€™t Stop the Party By Dr. Josephine Gross 30
ami Dempsey is a young network marketing leader who got started in the business seven years ago. She became her company’s first millionaire and has enjoyed a six-figure monthly income for several years now. During those years Kami and her husband Nathan also had their second and third baby. Today the Dempseys’ children are four, five, and eight. Before Kami found network marketing, she was a middle school math teacher and Varsity basketball coach. Nathan taught science and coached Varsity football. After the birth of their oldest son, Nathan and Kami found themselves in need of a change. They loved their work, but didn’t like the time it took away from their young family, and neither were their finances flourishing. When they saw the opportunity to apply their skills and strengths to a business that would reward them based on their efforts and allow them to put their family first, they recognized it as a way to fulfill their purpose on earth and jumped all in. Kami started building the business part time, at first gathering lots of auto-ship customers. Her company is a hybrid of direct selling and network marketing with a customer-distributor ratio of seven to one. When the economic crisis of 2008 hit, Kami found more people interested in the business opportunity and her organization has been growing exponentially ever since. Kami believes one reason for her success is that she and Nathan are down-to-earth people anyone can relate to. She teaches her leaders to be authentic and find their voice so they can attract likeminded business partners who share a similar vision. She likens her company events to family reunions everyone looks forward to attending. In fact, the company named its evening business opportunity meetings, “Don’t Stop the Party.”
Early Introduction Kami was introduced to network marketing when she was still in middle school. “In the early nineties, my parents got involved in a company that was poised for growth, just like my current company is today,” she says. “I would attend meetings and trainings in our home, sitting in the back of the room. I got used to hearing business opportunity and personal development CDs at a very young age.” Seeing the positive effects of the business on her family’s lifestyle, Kami thought network marketing was genius. She remembers money being tight and her dad working two or three jobs to make ends meet—until he became successful in network marketing. She says these humble beginnings helped her understand the value of a dollar and hard work, and also how network marketing offers the average person an opportunity to create wealth. “Seeds were being planted in me,” she says, “and I had no idea those trainings were preparing me for my future.” Kami went to college to be a teacher and a coach. Growing up she had wanted to be a professional basketball player, but a car accident that left her with a brain injury put an end to that dream. Her love of children and people in general made her a terrific teacher, and she coached Varsity girls’ basketball for five years. When Kami and Nathan were expecting their first child, she took a sabbatical and started thinking about options that would allow her to stay home and raise a family. She realized that even with a double income and no children, she and Nathan had no money left at the end of the month, so they would need to find another source of income if she wanted to be a stay-at-home mom. “Running a home business had always been in the back of my mind,” she says. “I had seen firsthand how it changed our family’s future. I was introduced to my current company in college
Expect Miracles Jeannie Chong: A Warrior of Hope and Love By Dr. Josephine Gross 40 40
Networking Networking Times Times
eannie Chong is a Malaysian resident of Chinese descent who leads a network marketing team in Southeast Asia and North America. In 2013 Jeannie distinguished herself by reaching the rank of Blue Diamond in her company’s compensation plan in just five months. She has since groomed six more Diamonds on her team and continues to break records within her company. Jeannie attributes her success to her passion for education, her reliance on divine support, her determination to grow and succeed, and her passion for helping those who have big dreams. Born in a lower middle-class environment, Jeannie grew up in a loving family but witnessed the sharp contrast of those who enjoyed a more abundant lifestyle. Seeing other children’s gifts under the Christmas tree when she was only five, she became determined to create greater prosperity for herself and her loved ones. Ambitious, creative, talented, and focused, Jeannie was encouraged at an early age by her mother and grandma to spread her wings and pursue her dreams. When she discovered network marketing, she became enamored with the personal development and economic opportunity the business offered. She chose it as her vehicle to live her life purpose: to help others who are willing to lift themselves out of lack and limitation while giving all glory to God.
Humble Beginnings Jeannie grew up in Cameron Highlands, one of Malaysia’s touristy hill stations on the outskirts of Kuala Lumpur, populated by farm workers and small business owners. Her parents worked in hospitality overseeing guesthouses, which exposed Jeannie to European and Western culture. At an early age she learned to speak Malay, Mandarin, Cantonese, and English so she could communicate with the multiple nationalities present in the area. Jeannie’s first exposure to sales and business came in the early seventies during her teenage years in her hometown. “With the help and guidance of my beloved grandmother and sister, who was a school teacher at the time, we started a flower and souvenir business targeting tourists in the evenings after school,” she says, “From the savings earned from the business, I bought my first house before graduating from high school.” In the late seventies Jeannie ventured to Kuala Lumpur to attend college. Upon graduating with a degree in public relations, she worked
for a few months, then started her own interior decorating and renovations business with a small loan from her parents. “In a few short years, I rose to the top of the industry,” she says. “I achieved my goal of becoming a millionaire in my mid-twenties.” When Jeannie’s mom encouraged her to start a family, Jeannie sold her business, traveled to gain global exposure, settled down, and had her baby daughter. While in semi-retirement, Jeannie remained well connected and after a few years became the owner of a national franchise automobile dealership. When the recession hit in 1998 and financial institutions started freezing loan approvals to car buyers, she was proactive: she sold her franchise business to become a full-time network marketer. “This wasn’t my earliest exposure to the business,” she says. “My sister had roped me in at the age of eighteen to deliver lipstick for an established American direct selling giant. I initially thought the business was just about selling product, but quickly found out the company offered training that could transform people’s lives.”
Go for It! Carolyne Rodrigues: What Are You Willing to Give Up to Achieve Your Dreams? By Dr. Josephine Gross
arolyne Rodrigues is a former flight attendant who stumbled upon network marketing sixteen years ago. Looking to buy product at wholesale, she signed up as a distributor, even though she had no idea what that meant. When attending her first company event, she was sold on the opportunity when she saw the positive environment and people’s commitment to personal growth. Originally from India, Carolyne had immigrated to Canada with her parents at the age of eleven. Coming from an impoverished country, she felt privileged to have the opportunity to live in a land of abundance. However, no one had ever taught her how to pursue her dreams. When she started building a network marketing business, she invested mostly in learning about herself and how to improve her mindset. As her confidence grew, she continued learning about leadership and business development from powerful mentors at the top of her company. Today Carolyne leads a team of over 50,000 people and is a top twenty-five earner in her company. In 2011, she was awarded Woman of the Year, a title she had been pursuing with selfless deeds of servant leadership not only to her team but across the company and into the global community of people in need.
Discovering the Business In 1997, Carolyne was struggling with a physical injury and exploring different holistic products that might help her. “Being a flight attendant puts a lot of stress on the body,” she says. “One day a pilot demonstrated some unique products to me, which I bought from him. They really worked, so I wanted to buy more, but he never gave me his card.” Instead, the pilot had given Carolyne an audiotape, which she didn’t listen to right away. One day, as she was running some errands, she finally played the tape. “The presenter was asking some profound questions,” she says. “Where will you be in your life two years from now? Will you fulfill your dreams? What are your health goals?” I really wanted to connect with these people, but there was no name or contact information on the tape.” Looking for somebody she could buy more products from, Carolyne came across a person who knew the company and provided her with a cou-
ple of names to contact. After a few phone calls Carolyne connected with a lovely lady who helped her get started in choosing products that would assist her with her health issues. “This lady lived three hours away,” says Carolyne, “but she made the drive to demonstrate the products to me. I felt so amazing I told her I wanted to buy the whole line.” When asked if she wanted to pay retail or wholesale, Carolyne said wholesale, so the lady had her sign an agreement. Carolyne had no Leaving the airline in 2008.
LEADOFF Finding Balance Dr. Josephine Gross Many people, especially women, join network marketing to create more balance in their lives. Leaving the corporate world or starting a home-based business can be an important step on your journey towards a more fulfilling life. However, no business model or no amount of money can get you there. Balance requires daily discipline and constant course corrections. Depending on where you are in your business, keeping balance might mean delegating more or cutting certain distractions. Perhaps it implies rewiring your belief that leadership means setting a pace of high-intensity, sacrificing more, and working harder, rather than modeling a truly balanced life. Page 20
PROFESSIONALISM Save Time and Stress Nicki Keohohou Applying coaching skills will help you create deeper connections, make others feel valued and heard, and give them the space to be resourceful and empowered. In business, you
can take these skills into your marketing efforts, sales conversations, team building and, of course, client relationships. As a leader you have the opportunity to touch the lives of your team members in a way that will make a difference in many areas of their lives; yet your role as a coach is not to teach, instruct, or direct, but rather to encourage, inspire, and allow them to discover their own answers.
ty-first century, and network marketing is part of this important trend.
p.12 Laura Holbrook There are times when family comes first, and times when business comes first.
THE CLOSE Creating Global Balance Sonia Stringer Experience shows that women who acquire economic power help to balance out political, economic, and social systems that have been too male-centric. As women step into greater positions of influence, they bring compassion, collaboration, and transparency into areas that have long been dominated by aggression, competition, and self interest. This kind of balance is essential to maintain peace, to effectively manage our resources, and ultimately to the survival of our planet. Some demographers see the rising economic power of women as the biggest shift of the twen-
OUR TIMES p. 10 Michelle Fraser Apply focus to the present moment and avoid the pothole of attempting to multitask. p. 11 Julie Henderson Be true to your heart and live your purpose aligned in your values and beliefs.
p. 13 Udana Power Put yourself first and take twenty minutes a day of sacred time. p. 15 Janine Finney & Lory Muirhead Balance is being content with how I’ve spent my time at the end of each day. p. 16 Tina Beer Network marketing allows us to grow and truly “be our message.” p. 17 Rosalie Elliott Having a strong foundation for who I am is what guides me daily.
Answers to the Word Puzzle p. 18 Mariela Elorduy Blackaller Celebrate the moments that give you happiness and fill your heart with passion and purpose.
p. 63 Pamela Barnum Learn to be accessible to your family, team, and customers while staying centered.
p. 19 Sara Marble Making agreements with my family allows me to be a successful mom and entrepreneur.Â
p. 64 Rachelle Castor Collaboration manifests success by incorporating the energy of caring and compassion.
p. 58 Linda Proctor A home-based business gives us the ability to spend our days doing what we love.
p. 65 Hilde Rismyhr Saele I accept that my wheel of live is not always perfectly round and in harmony.
p. 59 Maureen Alice Torr Balance does not come naturally but requires organization and discipline.
p. 66 Violet Ikahu To create a more balanced life, change the way you think and use our time.
p. 60 Sarah Robbins Taking time for personal and professional growth provides nourishment for our souls.
p. 62 Debi Granite Rearrange your song and picture of reality, and the universe will accommodate you.
p. 61 Megan Wolfenden Balance does not mean getting everything done and saying yes to all requests.
(Over, Down, Direction) 1. INSPIRE (13, 3, S) 2. EXPRESSING (1, 11, NE) 3. BENEFIT (7, 1, SW) 4. TRIVIA (12, 17, N) 5. HEARTBEAT (9, 15, W) 6. JOURNALING (1, 16, E) 7. MULTITASK (14, 11, NW) 8. LEVERAGE (1, 2, SE) 9. MONTHLY (7, 14, W) 10. FLUCTUATES (5, 4, SE) 11. COMPLICATED (11, 16, NW) 12. RESULTS (7, 10, NW) 13. APPRECIATION (14, 20, W) 14. STILLPOINT (15, 1, S) 15. EXPECTATION (9, 13, N) 16. MOVING (6, 8, NE) 17. POTENTIAL (15, 19, N) 18. EMPATHETIC (12, 4, SW) 19. EDUCATION (1, 9, NE) 20. HAPPINESS (1, 17, E)