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Brian: Hello, hello and welcome to CatalystMLM. I'm Brian Swichkow and today on the show we
have Nate Leung. Nate has been in Network Marketing since 2001, and as an avid internet
marketer Nate now specializes in prospecting, lead generation and social media. His passion
to help people succeed in their business expands everyday, and he is constantly teaching people
how to use Internet Marketing to build Network Marketing businesses. He's also a coach and
author or MLM Recruiting Scripts. Thanks so much for being on.
Nate: I appreciate it Brian, thanks for having me.
Brian: So I am extremely excited about this interview Because we first connected over
the interwebs, and then I found out that I was actually gonna be in your home town in
Las Vegas for a convention and we actually got to meet up in person before this interview,
and then promptly realized that we left and parted ways and forgot to take a picture of
us together. I think joint pulling a slot machine, which didn't happen, but that would
have been fun. But, I mean, your story is awesome and I love the tenacity that's injected
into it. But, tell me a little bit about how you got started and how you found Network
Marketing.
Nate: Actually, it was funny because back in 2001 I just graduated from college and
I was kind of like doing the old 40, 40, 40, thing. If you haven't heard of the 40, 40,
40 plan it's basically working 40 hours a week, you know, for the next 40 years, and
Uncle Sam taking 40% of your paycheck. And the thing is, for me, being a second generation
Chinese, my parents came over here, they always drilled me about going to school, get good
grades, you know, stuff like that. And, you know, I always knew that I wanted to make
money, but I didn't know how I was gonna do it man. I didn't know that there are ways
outside of getting a job, how to make money. And the thing is for me, is that I still went
to school, even though I didn't like it, I still, you know, got good grades, Because,
you know, that's what my parents expected of me. But, at the same time, I mean, I knew
something in my gut that it wasn't what I wanted to do. So, back in 2001 when I graduated
from college, a good friend of mine introduced me to an opportunity. And opportunity just
to make money and I was like sure, you know, I'm already broke, I was looking for something
better, I was looking for a job because I was still out of, you know I was still out
of college.
Brian: Yeah.
Nate: And he introduced me to a company, I'd never even heard of the concept, I mean, all
I knew was, you know, you just bring in some people, and they bring in some people, and
then you all make money. And we all can, you know, drive Lamborghini's, and I was like,
cool, you know sign me up. I mean, you know, what do I have to do? And the thing is, well
when they, when you get into Network Marketing, I mean it basically it's one of those things
where, you know, you walk up to an opportunity, you know, you thinking of, you know, who you
can sign up, who you know that would be good for this business. And I had all these people
that I thought of, that would be excellent for the business. And the thing is, all of
them said no. And that really crushed me, I mean, I think I did that business and I
quit in like three months.
Brian: Wow.
Nate: Yeah. So, I mean, needless to say that was my childhood friend who went on to make,
you know, making flat figures, you know, for the next couple years. And the thing is, I
didn't get it, he didn't teach me how to do Network Marketing, he didn't teach me that,
you know, you need to go out there and build relationships and help people. All I knew
was, you go out there you recruit and you make money.
Brian: Yeah.
Nate: And that was actually the thing that you're not supposed to do. And I didn't find
out until years later when I linked up with a mentor, who told me that, you know what,
you need to go out there, you gotta serve others, you gotta bring value.
Brian: Yeah.
Nate: You know, and that was one of the things where, you know, I failed for the first couple
years because after that first opportunity I went on to join, I think, two or three more
and I still didn't get it. I still didn't get why I wasn't getting the results.
Brian: Yeah.
Nate: you know and that was, to me, was frustrating because, you know, I was still doing the same
thing, I was going out there pitching the opportunity, and people were still saying
no. People were still avoiding my phone calls. People were still, you know, running the other
way if they saw me.
Brian: Yeah. Yeah, and there's, I think there's a lot of contagiousness in that, because,
you know, I've heard, you know, lots of stories of this and a lot of them are kind of contagious
from the actions of their sponsor. So, the person who brings them in doesn't train them
and then you go out and you have those same failures. But the other side of it, you have
to have a sponsor that brings a recruit in and they do train on that. But a lot of times
they don't train on other things, like the length of time that it's actually gonna take
to achieve the goals that you're setting. So, I mean, you actually said, I think it
was in a video, was you know, finding what you need isn't so easy. But once you find
it and you have that proven plan, it's much more simple to kind of follow along. So I
guess, what's the process that you had of asking questions? Like how did you know, did
you know then that it wasn't working and that you needed to find a new way? Or did you have
to look back and see that it didn't work and change the next time?
Nate: I had to completely revamp the way I approached Network Marketing. So what happened
was when I joined my third opportunity that was back in 2005 and obviously I didn't, I
only recruited one person and probably did the business maybe about four or five months,
that didn't last too long. So I kind of took a break from Network Marketing, because I
just didn't get it. Anything that had to do with the, you know the pyramid . . .
Brian: Yeah.
Nate: you know, I was like, I don't know.
Brian: I always do it like this, it's a bigger pyramid.
Nate: Yeah.
Brian: especially if I do this.
Nate: Yeah. And I used to call them pyramid scheme, I used to call them, you know, ponzi
schemes, because I didn't get it, I was ignorant. Nobody taught me, what Network Marketing was,
and you know that was the problem. That all started back when I first joined, so, I went
on did some other things, and then I came across a guy that was making money in Network
Marketing. He actually, you know, a guy I respected and that's the reason why I decided
to take another look at it is because he was making money. All the other people, other
than my first friend that introduced me, no one else made money. They were just recruiting
me, and you know, going to the home parties. I didn't even know why I was there.
Brian: Yeah.
Nate: you know, I mean, I didn't get it, I didn't understand it, I didn't get the dynamics
of how to build. You know, I didn't even understand it, that's why I didn't take it seriously
as a business. So, from 2005 to 2010 I decided to take another look at, you know, Network
Marketing. And this is when things really started to take off for me. I mean, I really
started to understand the business. And to answer you question Brian, going back to,
you know, back then and compared to, you know 2010 . . .
Brian: Yeah.
Nate: It's just really the approach. I mean, the mindset, you know, the question that you
have to ask people that's been looking for an opportunity. How can you serve them? How
can you bring, you know, value to their life, you know, and that's really what it boils
down to. Once I understood that then things started to take off. I had to realize that
it wasn't about me anymore. Because before, I was making it all about me, all about me,
I'm making all the money, I'm gonna be a millionaire, you know, all that stuff. But the thing is,
Network Marketing is not, wasn't intended for that.
Brian: Right.
Nate: It wasn't created for; the business model wasn't created in that regard. So that's
why when I started to really just stuck with that, anything that I learned prior, just
throw away. And stuck with that be humble . . .
Brian: Yeah.
Nate: be coachable, teachable, trainable, and at the same time, be opened to new ideas.
I mean because that's the thing, if someone is already have what I want, I better copy
them. I gotta copy them like hell, and that's the thing for me is when you're copying the
right person then things will start to happen. You know what I mean? So that's when I separated,
you know, my fifth with Network Marketing compared to the first.
Brian: Yeah. And so what kept drawing you back in over the course of, I mean, a decade?
Nate: Yeah, I mean, once you find Network Marketing, I mean, you can never leave it.
I mean it's one of those things where, you know, after my third opportunity I was like,
you know what, I'm done with this, you know. I mean, I'm not doing this anymore and somehow,
Network Marketing always comes back to my life. I don't know how it happens, it just
happened.
Brian: It's a bug. It just like, gets you.
Nate: And the thing is, with opportunity, opportunity is what I've learned in the past,
always usually happens when you're not looking.
Brian: Yeah.
Nate: You know what I mean? Because I know when I was, when I wanted to make money and
all this other stuff, I was forcing it, you know. And the thing with that, that's why
it wasn't working for me. So when I let the process flow . . .
Brian: Yep.
Nate: and you know, when I'm also at the same time, open, then that's when it starts to
happen.
Brian: Yeah, yeah, and that's, I mean, there's some really big lessons to be learned there.
And I kind of struggle or I guess step back because I mean I had a very similar story.
Is that, I mean I've been doing Multi-level Marketing for 11 years, got started when I
was very young and it was the same thing, it was failure with a company. And then got
drawn back into another company and realized everything that I screwed up the first time,
and then screwed it up a different way, and then. You know, and it's all, you know, now
it's all internal. Like back then it was all external, blaming the company, but over time
and you realize that, especially for people like us we have that long learning process.
It's a lot easier to look back and be like, alright that was totally my fault. I screwed
the pooch on that one. So I mean, one of the things that you said in an article, and I
loved it, actually I guess I'll ask this question first. Is, during that course when you kept
getting drawn back in, what did the people around you have to say? Friends, family, like
did you, what were the objections that you probably got?
Nate: Oh man, another one Nate, come on man. What about that one that you did a couple
years ago? I mean, I got that a lot. So I knew that because the thing is, my warm market
wasn't my target market.
Brian: Yeah.
Nate: And the thing is, I kept going back to them, and they knew that I always kept
doing these things; you know what I mean, these things. That you know, supposedly it's
supposed to make you a millionaire, and the thing is for me, I knew I wanted to be successful.
I mean even way before college when I was going, I knew I wanted to make money, I knew
I wanted to be successful. But the thing that was, the missing piece was it being able to
serve people because when you serve people the money will come anyway. And that's, the
thing is, when you look at all these entrepreneurs in the world today that are helping other
people, well those are the people, their passion is really all about helping people. Not really
about the money; even though it is about the money, but it's not, if that makes sense,
so, yeah. So to go back, what the, I'm sorry, I lost my train of thought. What was your
question again?
Brian: It was, I mean, you answered it. It was the objections that . . .
Nate: Okay.
Brian: people gave you.
Nate: Yeah, okay, got it.
Brian: Yeah, I mean, so this is what you said in an article; which it really struck me,
and I'll try read it verbatim, it's a little lengthily, but you said, much of our generation
is obsessed with technology and running after money. And we get a lot of criticism from
a generation of people, like our parents, who did any work that was available to them
instead of following their hearts and doing what they love. So the question there is,
is all our parents, or the older generation, are they wrong? Or is it just a different
time? Because that's, I mean I think that a lot of people who got started young in Network
Marketing, they get a lot of rejection from family. And, you know, why are you doing this,
just go get a job. Like, you know, go apply yourself to a job. I mean I think I've been
pitched on going to med school and law school probably five times. And, no, no, no. So what,
I mean, what's the perspective there? I mean, do you communicate that to them? Or do you
find people in that generation who still struggle to understand why you put this much effort
into it?
Nate: I think I have to deal with ignorance, and I don't say ignorance in a bad way. I
think it's because they don't know, so going back to 2001, I knew I wanted to make money
and do all this other stuff, but the thing is, sometimes it takes a certain understanding
to get something. Because the thing is, that's why there's such a bad stigma about Network
Marketing. I mean, compared to back then, I mean now, since we have the internet, I
mean, things are improving. I mean it's just one of those things where Network Marketing
is now slowly gaining a good name for itself.
Brian: Yeah.
Nate: So it goes back to like, parents generation, I mean, the thing that, you know, going to
school, getting good grades and stuff like that. That just a condition, in my opinion
it's a condition that people only focus on one thing. They're not open minded to other
things, so when your so focused on one thing, you don't know what's out there. You know
what I mean? And then when you do hear about it, you'll be judgmental . . .
Brian: Yep.
Nate: Because you don't understand it.
Brian: Right, and you're closed off a lot of times, from understanding it. And I think,
there's a really great Ted Talk that talks about the origins of global education and
to some degree, it all originated from the industrial age. And education as a whole was
created to teach people how to work in factories and do processes. And that's what an older
generation from us learned and so a lot of them are stuck in that, you go to school;
you get a job, and then you. But that doesn't work anymore, I mean, there's plenty of people
who get higher education degrees and then go work for someone for ten years and then
they'll let them go and say, we're gonna hire three, you know, newbie's out of college for
half the price of your salary. And that's just kind of the new flow. So I mean, do you,
I guess this is a two part question, is do you work with people that still have that
kind of mindset? The, you know, the older generation. And what is it like these days
working with younger people? People that are younger than you coming from where you came
from.
Nate: Yeah, so to answer your first question, I mean, it all depends, because like say the
older generation, I mean obviously they could tell you that they love their job, but they're
really lying to you. In my opinion I don't think they're being truthful. But at the same
time, I think that they're only saying that is because that's all they have.
Brian: Yeah.
Nate: So if that's all they have, then they think there's nothing else out there, so . . .
Brian: And they don't know what resonates with their heart.
Nate: exactly, so it all depends. So when you're having a conversation with the older
generation, it all depends because, I mean not everybody is cut out for Network Marketing.
Not everybody is, you know, stuff like that. So the thing is, like I said, not everybody
is cut out for Network Marketing so it all depends on what the older generation. I'm
not saying that the new generation is opened minded; it just all depends on the person.
So what I usually do is, you know, I'll ask the question, you know, ask how things are
going, you know, how are things at your job. And by asking those questions, you can kind
of get a good idea . . .
Brian: Yeah.
Nate: if they're looking. If they're looking, I'll say something, I'll mention it. At the
same time if they're disgruntled and they hate, you know, waking up Monday morning,
I'll tell them, hey, you know what, if I can offer you a better way of making an income
instead of your primary job would you be opened to the idea? And that's a question that I
ask a lot with the older generation. With the newer generation they're obviously more
open minded, but at the same time, they need to be neutered in a sense where they need
to understand how business works, you know what I mean?
Brian: Yeah.
Nate: So it's kind of like, with the older generation, they have a lot of life experiences,
but at the same time they're conditioned a certain way.
Brian: Yeah.
Nate: But with the newer people, you know, they're open minded, they're not conditioned
to think, you know, go out there and get a good job. Because obviously, you know, they
went to college and now they're struggling . . .
Brian: Right.
Nate: to get a job. Now while they're open to, you know, other possibilities.
Brian: And I think it's, I mean, a really important point to note, that you have two
different audiences and you have two different ways of reaching out to them. You know, the
older generation, the line so to speak, I mean the message that they're gonna, you're
gonna use to communicate with them is gonna be different then what works with someone
who is younger. And so, and we'll get into like, kind of how you communicate from the
next step in a minute, because I wanna ask questions there. But . . .
Nate: Sure.
Brian: What happened when you understood it? From 2005 on when you saw, okay, I did this
wrong, I did this wrong, you know, now I'm in a new company, and I understand. Granted
it's not all roses from there on, but what did your growth look like? How did you grow
the business?
Nate: I think for me, an understanding of business first of all, understanding the dynamic.
And then from there, now I had to learn about people and psychology because the thing is,
you're talking to so many people a day you're gonna eventually get the same type of response
depending on the person. So if you understand how people think, how people see things, then
you can be able to help them better and better facilitate what direction you need to take
them. So, yeah.
Brian: Yeah, and that's, I mean, it is, it's kind of funny. I don't know how to explain
it but it's like if you ask the same question 1000 times, you can kind of batch every single
answer into like . . .
Nate: Yeah.
Brian: into what, like five or ten? There's only so many responses people will come up
with and it's almost verbatim, and it's, you know, because if someone responds with you
know, oh, is that one of those pyramid schemes, right? Okay . . .
Nate: Right.
Brian: If you do it enough, okay, you're one of those people that ask that question. So
this is how I respond to it . . .
Nate: Yeah.
Brian: like, you know, and there's a million different responses that you can give. But,
if you do it enough, you practice it and it becomes second nature. And then, you know,
I had someone once told me like, wow, you're really smart and confident. And I'm like,
nope, I've just been asked that question 5000 times. You know . . .
Nate: Yep.
Brian: because you're quick with the answer because you know the answer. And then it comes
off as kind, yeah, that's a whole. I love body language, if you practice it enough,
then reading it becomes second nature and then you already know what's gonna happened
kind of before it happens. So it gives your conscious mind basically free space to think
about other things while you're already talking because it's repetition.
Nate: Yeah, I mean it kind of like, you know, the objection, just real quick.
Brian: Yeah.
Nate: You know kind of like the, you know, just the pyramid objection, well, here's that
category right, and let's just say you have, you know, I need to talk to my spouse. You
have . . .
Brian: Yep.
Nate: that category. You know, and then you have I don't have the money, well, like you
said, I mean, if you've done it over 5000 times, when you hear the words then you can
access into that category and you can better facilitate . . .
Brian: Yeah.
Nate: your questions.
Brian: And I love Jim Rohn's response to I don't have the money, which goes, well that's
exactly why I'm talking to you.
Nate: Yeah, yep.
Brian: You need money. So when you're communicating with someone that's interested, I mean, beyond
a prospect. Like they're I guess more engaged than a prospect, but they haven't signed up
yet. I know that you use a lot of different things to kind of clarify to them and basically
say, alright, this is an amazing opportunity, check it out, you know, you see what it is.
And they're all excited to go but then, now wait, and you kind of, you qualify them. I
mean, and I read one of your articles and you qualify them in different pieces and I'll
give you all five and then have questions on each. Is that the five were, success won't
be overnight, you're gonna have to sacrifice, you will face difficulties, you will need
to take a stand and believe in what you're doing, and you'll need to give it as much
time as possible. And basically saying that, look, this is gonna I mean there's a basically
saying that it's gonna be a long and arduous journey, but it's worth it, but it's gonna
be long and arduous, are you up for it? And some people say no. And that's totally fine.
But what do you do when you're asking that first question, like if, you know, are you
willing to do this even though success won't be overnight? Like how do you structure that
in terms of asking?
Nate: Yeah, the reason why I ask those question because you wanna manage expectations because
so often times when someone joins an opportunity for the first time, people, you know, sign
them up right away, and then what? And then . . .
Brian: You'll own a boat tomorrow!
Nate: Yeah, exactly, exactly. And that's the thing for me because, if you're not willing
to manage your own expectations, then I'm not willing to work with you. And that's the
thing for me that separated myself from the 2010 Nate, to the 2001 because in 2001 I wanted
the whole world to join.
Brian: Yeah.
Nate: You know and I wanted to sign up my aunt, my grandma, my dad, my best friend.
Even my best friend, you know, my best friend's parents, you know. And now the thing is because
the thing is when you learn the business and not everyone is cut out for Network Marketing
like I said earlier. Because the thing is it's like okay now I'm able to build a more
sustainable business by managing their expectations. It's like okay; you know what if this is your
first time . . .
Brian: Yeah.
Nate: this is what your gonna have to go through because the thing is, you know I know you
had the, you know success is a, is not a destination it's a journey. And that's exactly true because
the thing is, you know, if you look at, like say, I'll use a metaphor here. You know, loosing
weight, let's say you have to loose 30 pounds, you can't loose 30 pounds in one day, well
it's the same thing for Network Marketing, you can't make a million dollars in one day.
Brian: Yeah.
Nate: So with that being said, I use a lot of metaphors when I talk to people because
the thing is, not everybody will understand what you're saying. It's kind of like, here's
an example, and I like to use this a lot, when I usually ask people when I'm training
them, this is way after the process, when I'm training them, teaching them how to build
the business. Let's just say you have person A and person B, okay, and obviously person
A and person B will hear the same statement but will take it in differently.
Brian: Yeah.
Nate: If that makes sense so.
Brian: Absolutely, yeah.
Nate: So here's the statement that I usually like to use as an example, is, you know, let's
just say the duck. Well I'm gonna ask you Brian . . .
Brian: Okay.
Nate: and I'm gonna ask you what you think based on my question, my statement. So if
you heard this statement Brian, and you heard the duck is ready to eat. What does that mean
to you? And don't think about it.
Brian: Yeah, I mean, it means, I'm trying to think of a different way to respond to
this, like to phrase it. But the duck is hungry.
Nate: Okay, okay, so to you, say your person A, and the duck is hungry and ready to eat.
Well to person B, that could mean a family of ten people and they're ready to eat a duck.
Brian: Ahh, I see what you did there. I like that.
Nate: So . . .
Brian: I hesitated because I was like, what the heck does a duck eat?
Nate: Yeah, exactly, exactly. But you know, person B is not . . .
Brian: Yeah.
Nate: thinking about what does the duck eat, they're thinking about, okay, the duck is
ready to eat, so I'm ready to eat a duck.
Brian: I've had duck like once in my life, which it was delicious, but that's probably
why it didn't' come up to mind. Yeah.
Nate: Yeah. So . . .
Brian: If you had said chicken, I totally would have been person B.
Nate: Yeah, so with that being said, I understand that not everybody is going to interpret or
take in the same thing, even though I'm thinking a certain thing. So when you understand that,
and you understand how people think, then building a Network Marketing business, well
any type of business, will be easier to build.
Brian: Yeah, and that's huge, I mean, I think managing expectations I think is something
that most Network Marketers don't do and that's I think where a lot of the current stigma
comes from is, you'll be like, you know, join my business, we're gonna be millionaires,
tomorrow we're gonna have yacht's and Lamborghini's and ahh. And it's, you know, it doesn't, nothing
works that way except the lottery and then all those people are broke and unhappy and
owe a ton of money to the IRS. But you know, it's the same thing as you said is you can't
loose, you know, 50 pounds overnight. You have to do it sequentially and that's, if
I told someone, you know, oh, well you just want to, you know, invest enough equity into
honing your conversion rate so that you can increase your ROY, most people who aren't
in that space wouldn't get it. But if I said, you need to stick with it long enough so you
can, you know, improve your skills, it's the same thing. And so I think that's hugely important.
And I love the metaphors and I always loved metaphors and they usually get really arbitrary,
the fun ones. But . . .
Nate: Yeah.
Brian: so kind of stepping to the next one is that, you know, it's not gonna be overnight,
and you're gonna have to sacrifice and a lot of people, you know, get a little, ooh, I
have to wake up early and I'm gonna have to talk to people? I don't like talking to people.
And I'm like, and they get, they let their fear kind of control them, or discomfort control
them. So how do you, how did you, I mean did you ever have that within yourself? And how
did you communicate it?
Nate: Yeah, Absolutely, so, I mean for me I have a different approach when it comes
to doing something to having fear. Let's just talk about fear for a second, the way I look
at fear now is that I look at fear as depression, feeling sad, that's too much work. Because
it's, yeah, it's too much work, I mean, why do I wanna be depressed because now I have
to start thinking about sad things.
Brian: Yeah.
Nate: I have to, you know, start talking to negative people, that's too much work. Why
not just focus on what you need to do and not even worry about it. It kind of like saying,
okay, let's go back to the working out example, some people look at working out as too much
work, you know what I mean? It's just the way that you condition your mind, and it's
like, you know, you think working out is too much work and not doing anything is better,
well that's how I am with building a business. When I think of fear, it's just too much work
to feel fearful or scared; you know what I mean, if that makes sense.
Brian: Yeah, and I think it's really difficult to do for someone who hasn't had an accomplishment
yet. Because when I started working out originally, when I actually started caring about my health,
it was because I was recently single and I was like, I'm gonna stud and all the girls
are gonna love me. That lasted for about a week, because it wasn't internal, I wasn't
doing it for me and so I stopped.
Nate: Yeah.
Brian: But then I started doing it and I got into it and I was like, okay, I'm working
towards a six pack because I wanna feel good. And it didn't really hit me until I started
to see the results. And this took two or three months of solid workouts. But when I started
to see the results I was like, whoa, okay, like, I feel amazing. Like endorphins, energy,
like just, like being okay taking my shirt off at the beach or something like that. Vermont
does have beaches. You know it felt amazing so now when I look at other things, right,
I have that same perspective I'm, oh my God, how amazing is that gonna feel to go step
in that house, or that car, or whatever it may be, or help that person. Have you been
able to communicate that feeling to someone so that they see the sacrifice is worth while
before they start? Or is that completely internal and there's just no way.
Nate: It all depends, I mean if I'm talking to somebody, you know, while going through
the questions, I gotta figure out what their desires are. I mean it all depends because
there's a difference between someone that say they want something and then there's a
difference that someone said they want something and they be willing to do it, you know what
I mean. And not everybody's willing to do it. Not everybody's willing to put in the
work. Not everybody's willing to put in an hour or two hours a day making phone calls,
you know what I mean. And that's the thing, it all boils down to them because the thing
is, I can met you half way but if you're not willing to meet me half way, I can't really
help you.
Brian: Yeah.
Nate: And the thing is, you gotta get started because I think that, here's a good example,
I'm not big on New Year's resolutions and here's why: because here are the two big things
that happen when people, you know, start making resolutions. There's one that's losing weight,
right, and then the second one is they wanna make more money. Well, here's the problem,
they don't plan, you know what I mean. And the thing is, they sign up for a gym, you
know, they go on the first day which is January 1st and then, you know, they're wondering
why they're not getting the results. Because they don't properly go through the motions,
see the thing is for me, I believe in goal setting, and making small chunks of goals.
But I also believe in you gotta take action and then go back and scale up. So a good example
is, let's say, you know, I wanna lose 30 pounds in you know four or five months, let's just
say that, you know. You manage your expectations you go out there, you start working out. And
then there's let's just say after two weeks, you lose your first two pounds, well great.
Now you're starting to get the results, now you can go back and you can start scaling
and tweaking . . .
Brian: Yep.
Nate: whatever you need to do to, you know, to lose the three, the four, the five pounds
of the thirty pounds. So when it comes to building a business, I usually tell people,
well, you just gotta go out there, you just gotta go mess it up. I mean, you're not gonna
be perfect, you're not gonna get it right the first time. Even like your first phone
call, you're gonna probably stutter over your words, you're probably gonna say the wrong
things, you're probably gonna go tell the whole world that you're gonna cure cancer.
But you know the thing is, you gotta take action.
Brian: Yeah.
Nate: You have to take action and then once you take action, you start getting the momentum
down and then you can go back and you can scale and start tweaking and make little changes.
And that's the thing for me because you know there's no way for someone to get it right
the first time. I always usually just tell people what they need to do, get them documentation.
Brian: Yep.
Nate: you know, train them over the phone. But, there's nothing I can do, to help them
get the results, they have to, you know, do what I tell them to do, or whatever I share
with them and go out there and make it happen. Then come back and say, okay, Nate, you know
what, I tried this and this is not working, well great. Now, you're taking action . . .
Brian: Yeah.
Nate: Now you're going back and you're scaling or tweaking and stuff like that.
Brian: Yeah, and you also have a basis to start from. Because if they come back to you
then they'll say, not only this didn't work. Or better yet, you know, they can't say, well
that won't work. They'll say, well I tried it, and this happened, this is the response.
They'll say oh it's a pyramid scheme and I didn't know how to answer that question so
they walked away. Verses if you, well okay that's something to learn from, here's a few
ways that you can respond to that statement. And you're right; I mean you have to take
the action. One of the books that I'm reading right now is The Slight Edge by Jeff Olson
. . .
Nate: Good book.
Brian: and it's actually about. Oh I love it. Like it's been sitting on my desk for
a while and it's just like wow and I'm like half way through it at this point. But it
talked about compounding interest. And it's the same thing, it's like, you may not lose
your first two pounds for two weeks, or heck, two months. But then when it starts going
and you find your groove then you lose it all at once. Or in the case of money, you
start making it all at once. So when you switched your mindset from making tons of money to
generating value and money will come, how did that affect your mindset? How did that
affect, you talk about, you know, walking away from fear, which is a very difficult
but totally possible thing to do. How did that switch affect you?
Nate: It increased my confidence because the bottom line is confidence is everything. Communication
is everything. Like, so when I started to get the, you know, the results that I was
looking for then it increased my confidence and it's kind of like saying, you know, the
compound interest, well if you become confident, you can become more confident. And from there
you just pay, kind of like it pays you dividends, you know what I mean? When you get, okay great,
now I feel good, now I can do this to increase my confidence, into, you know, taking it to
the next level.
Brian: Yeah, and I always joked around with a friend, and I probably didn't explain it
well when I was doing it, but you know, I was the, what was it? I think Jim Carey, yeah,
Jim Carey Yes Man, where he had to say yes to everything.
Nate: Right.
Brian: And I pretty much did that for a year. I think it was before the movie came out.
And, I came up with the idea. And you know it was just like yes to everything and I was
like, my ridiculous example is I ended up in a Zumba class with like, I don't know something
like 40 women, most of which were under the age of 16, or over the age of 60. And it was
me and a friend of mine, we were the only two guys, and it was ridiculous. And both
of us were just like, alright, that was interesting and we're never doing it again. But we did
it. And, you know, you kind of, you find the thing that makes you pull back and be uncomfortable.
If it's sales calls or whatever it may be, and then you push towards it, because that's
where you know you're most likely to fail; which means that you're most likely to learn.
So how, I mean, yeah, I mean, we've identified like how to work with people who want to be
worked with, who are open to experiencing those failures so that they can learn because
it's an opportunity. What about, and kind of moving down the list, of taking a stand
and saying, okay, you know, this is a business, I'm doing it. I think Ray Higdon, just to
kind of get you on a, I guess jumping off point. He said, I'm gonna do this with or
without you, I'd love to do it with you, but I'm gonna do it anyway. So how do you teach
people to take that stand and have the confidence of presenting their opportunity even when
they know, okay, this person's not gonna be interested, I'm just gonna go and do this
anyway, but I'm gonna go do it over here because you're not interested?
Nate: Yeah, I mean, like I say to people all the time, I mean, who's gonna be, if the person
that you prospecting the opportunity, are they gonna feed your children? Are they gonna
pay your bills?
Brian: Yeah.
Nate: And the answer is no. I mean, really, you're responsible for your own success. I
mean, you're really responsible for making your life happen the way you want it.
Brian: Yeah.
Nate: You're responsible for designing your own life. You know what I mean, and the thing
is, so many people are so scared of going out there and trying to make the first dollar
and on. You know what I mean, because often times they try to compare themselves to the
guru; and the thing is, like a lot of us, we compare ourselves to the person we want
to be.
Brian: Yeah.
Nate: And really, we know the story, but we, I mean, I'm sorry, we see the glory, right
. . .
Brian: Yeah.
Nate: right, we see the success, but we don't know the story to get to the glory if that
makes sense.
Brian: Love that.
Nate: Yeah, and the thing is, you know, it's the same thing, I mean, you know, Ray Higdon
is a good example. I mean, look at him, he started from nothing, and look at him now,
I mean, he's been in Network Marketing as long as you and I have. You know, over at
least a decade, you know, off and on and somehow Network Marketing is still finds him, right.
I mean . . .
Brian: Right.
Nate: He got bit by the Network Marketing bug, right.
Brian: That stupid real estate bug, it was contaminated.
Nate: Yeah, so, yeah, so that was really my take on it. I mean, it's really just, you
know.
Brian: Yeah, and so a lot of people that I interview, because I interview successful
people; say the same thing that you said. Which is that you need to add value to other
people and the money will come. And I know for a lot of people that don't, that are just
starting out, and they can't really connect with that, right, speaking of story, they're
ah, I don't know, you know. They don't, maybe they do it, and they alright I guess I could
see that, but they don't really connect with it because it just doesn't seem possible to
them. It doesn't seem like, you know, this is back when I was you in 2001, you know,
that mindset. I was dating a girl who constantly was like, if you put good energy out there
then it'll come back to you. And I was like, that's crap. I was like if I helped a little
old lady across the street, I'm not winning the lottery. And she was like, that's not
how it works.
Nate: Yeah.
Brian: And, it took me probably a year, of her constantly just being like, you know,
do it. And I finally did and I was like, whoa, like I can see, you know, see the sun. I can
see clearly. Alright. But so, how has that affected you? How did that change affect you
and affect your success when you started commiting on working with other people? What were the
results from that? Like what can someone else, alright, you know, alright, it worked for
Nate it'll work for me.
Nate: Well, really, I mean, it all comes down to managing their expectations. I mean, I
think that when I tell them about my failures, how I didn't' have success until about my
fifth company, it will become real. Because the thing is, people don't care, about, you
know, about you. They care about what you can do for them. So, how I relate that, is
really just letting them know, hey, you know what when I first started out in 2001, I didn't
know what I was doing. I recruited, you know, very little people, I was ignorant on fire,
I burned a lot of relationships, just like you, you know. You know the person penetrated
through the warm market, you know, I know what it feels like. But this is what I did,
this is what I. Because the thing is, you know, the definition of insanity is doing
the same thing over and over and expecting different results, well it's the same thing.
You know, if something doesn't work, then you gotta change it. And the thing is, when
I'm telling my story and I'm training people, the thing is, I don't really teach the how
to. Because really, you really know how to do the how to, if that makes any sense.
Brian: Right, yeah.
Nate: Right. The thing is, you hear, you know, all the time, and Gary Vaynerchuk made a great
example. It's like, you know, even though you don't have six pack abs, you know how
to get six pack abs if that makes sense. You know what I mean, you know how to talk to
people, the thing is, for me is when I tell them the stories and I tell them about what
I used do and what I do now; it's easy for people to relate to.
Brian: And how, and you, I mean, in your most recent company, you went into that and you
applied everything that you had learned, and you had a, and I forget the numbers, but you
had a pretty, I guess aggressive is about the way to say it. You were like, I get this,
I know this, alright, I'm gonna add value to people, I'm gonna connect with people,
I'm gonna clarify people's expectations. And you recruited a whole team very quickly and
trained them very quickly. But what were, and remind me again of like, the actual numbers
of the growth.
Nate: Yeah, like I say, my first couple months I was able to recruit 80 people, personally
sponsor right off the bat.
Brian: Yeah, and I know people that, I think they recruited like 70 people over the course
of five years and they have 50,000 people in their down line. And you did 80 in that
period of time, like, its, yeah. Or you said 60? Wait, 60 or 80?
Nate: 80.
Brian: 80.Yeah, so it was even more than they did in five years. And it's, I mean, it's
powerful and then you work with those people and you still continue to give them value.
So, I have two questions that I always ask everyone. And take your time with them, because,
the first one is a little bit easier, but the second one is more difficult. So, who
or what, was the catalyst for your success?
Nate: What was my catalyst? Well I will say my mentor in 2010 was basically the catalyst
of my success. I mean, like I said, I mean, I struggled for so many years, I didn't' get
it, I didn't understand it. I was ignorant. So the catalyst for me had to be my mentor
that I had in 2010. That really just kind of showed me how to take the bull by the horns,
you know. And really just go out there and build it. And the thing is, he pushed me in
a lot of ways that I've never been pushed before. And you need that, you know what I
mean. And if you want something bad enough you have to be open minded to the idea of
being pushed, you know what I mean?
Brian: Yeah.
Nate: because, the thing is, if you want something bad enough you gotta step out of your comfort
zone. And I know it's cliché to say but it's really true because the thing is, nothing's
gonna happen, nothings gonna fall into your lap, if you just hope that things are gonna
happen. That's why, you know, hope doesn't work for me. And that's the thing that taking
action is always, you care for that.
Brian: Yeah, Absolutely, I love that answer. And how did you connect with your sponsor?
Or not your sponsor, I'm sorry, your mentor.
Nate: Oh, yeah, I mean, I've known him for quite some time. The thing is for him, he's
been a success business person. He's kind of similar to me in a lot of ways about Network
Marketing. But he didn't struggle as much as I did. And the reason why I say that is
because he had a pretty good influence among his peers. So he was able to get it right,
I mean, he, let's see, when he was mentoring me this was his second company. I mean, he
just blew it out of the water. But the thing is, I've known him for quite some time, and
you know, he just told me about an opportunity. I was at the time open to the idea, and it
just took off from there.
Brian: That's awesome. And alright, my last question, well actually second to last question.
Is, who from history, if they were alive today, would be killing it with value generated marketing,
and why?
Nate: It would probably be Jim Rohn, I mean, just what he's taught in the past. I mean,
even like his stuff back then, it's relevant today as it's gonna be relevant, you know,
50 years from now. So, the thing is, Jim Rohn has so much value and so much, you know. I
mean, he just is all about giving back and the thing is, it always. I mean on a daily
basis, one way or another, we always have Jim Rohn in our conversations about, you know,
what he said, and what he taught, and you know, what value he gave. And it always goes
back to him.
Brian: Yeah, and I think, How to Grow a Network Marketing Business, I think. Is I think the
Jim Rohn gateway drug. Because if you listen to that, it's like an hour long audio series,
and that was the first thing I'd ever heard from him. And it was just from then on it
was like, him, and you know, you just listen over and over again. It's just always applicable
and he's funny too. It's that mix of entertainment and education and inspiration, like all in
one.
Nate: Yeah.
Brian: Oh God, I miss him. That was on my goal that I didn't hit too far, was that I
wanted to meet him and then he passed away. What, three, two years ago?
Nate: Yeah, something like that, yeah.
Brian: So, I gotta meet people before they pass away. So, yeah, so what's an action item
that someone can do if they're in the process that you were in, between 2001 and 2005? What's
something that they can do to just kind of throw down the gauntlets for themselves and
say, alright enough is enough, I'm gonna change what I'm doing and find a mentor and take
the next steps.
Nate: Yeah, just make a decision. Make a choice that, hey, I'm gonna do this and I'm gonna
stick with this, and I'll do whatever it takes to make it happen. Because the thing is, usually
what happens is it's always making a decision. And once you make a decision, everything will
follow. And that's the thing is, when you make a decision, everything else will start
to follow. I'm not gonna say its perfect, but it will, things will start to happen provided
that you're open to it.
Brian: Yeah, I love it. Well thank you so much. And everything that we talked about,
all the links are gonna be below, as well as your website, YouTube channel, which has
some awesome content. And all of the stuff we talked about. But thank you so much for
coming on. I look forward to having you on again soon.
Nate: Thank you Brian.