Training Your Team: Why One Favor Should Never Be Just One Thing
Someone on your team calls you with a question about their capture page. You like them, so you stay on the phone for forty five minutes walking them through fonts, headlines, and button placement. You hang up feeling like a good sponsor. Nothing happens next. No sale that day, nobody signed up for anything, nobody showed up at the training you’ve got coming up this week. You just handed over free labor and got nothing back, and if you do that same call fifty times a month across your team, you’ve built yourself an unpaid help desk instead of a growing business.
As anyone who has tried to be a generous, available sponsor already knows, this isn’t a motivation problem. You’re not lazy and you’re not withholding. It’s a structural mistake, and it’s one Dave Wood spent years making before he built a different rule for himself, taught in the Team Building Formula: every interaction with your team, one on one or in a group, should be doing several jobs at the same time. Answer a question as just a question and you’ve wasted the conversation. Answer it the right way and it trains, sells, upsells, fills a training room, and builds culture, all inside the same few minutes.
Why do the tactics you hand your team never actually stick?
Here’s the part that sounds backwards until you sit with it. Dave used to teach his team tactics directly, step by step, exactly what most trainers do. Nobody did anything with it. As Dave Wood explains in the Team Building Formula, “I just started telling stories about stuff and never teaching really anything except for embedding points of the stories. And when I did that, my calls got like 10 times bigger.”
There’s a reason for that, and it isn’t mystical. Within a short window of finishing a training, people start distorting what you said, the steps, the site, the whole how-to. Straight facts don’t survive that kind of drift. Stories do, because a story gives the lesson somewhere to live in memory instead of floating there as an isolated instruction they’ll half remember by Thursday. Dave says he can still recite everything he learned inside his old Amway training a decade later, not because the material was better, but because every point arrived wrapped inside a story. He can’t tell you what an internet marketer taught him a year ago, because that training landed as bare facts with nothing to hang onto.
So the fix isn’t explain it more clearly. It’s stop teaching the tactic directly and start telling the story that already has the tactic embedded inside it. Complicated instructions get more complicated every time somebody passes them down the line, the same way a rumor mutates by its sixth retelling. A story travels intact.
What is the rule that keeps a single conversation from wasting your time?
Once you accept that raw tactics don’t duplicate, the next question is what you actually do instead with the hours you spend talking to your team. Dave’s answer is a short list, and the goal is to hit as many items on it as possible inside one single interaction:
- Train someone on something real.
- Sell.
- Upsell.
- Create production somewhere in your downline.
- Build culture.
- Promote the next event, and if you’re standing at an event right now, promote the one after that too.
You won’t land all six in every exchange, and that’s fine. The aim is stacking as many as you can onto one conversation instead of running six separate, isolated ones to accomplish the same six things.
The reason this matters so much comes down to what happens the moment you stop training a person and have to start them over. Every time you begin, then drop it, then pick it back up later, you’re not losing a few minutes. You’re creating a gap that gets copied by everyone downstream of you who learns to work the same way.
Every time you start somebody and you stop them and you have to restart them, you lose time. And that time, that gap of time, replicates through organizations of thousands and thousands and thousands of people. Okay? If I have to stop, teach him something, make no money, on a personal phone call, imagine if my whole team starts doing that. Right? I’m losing thousands or hundreds of thousands of hours of productivity
That single stop and restart, repeated across a downline of any real size, is the difference between a team that compounds without you on every call and one that treads water forty five minutes at a time, with your own hours as the ceiling on how big it can ever get.
How did one favor for a struggling teammate turn into $5,000 and ten new bodies at a training?
Here’s where it gets concrete. Someone named Bob calls in asking for help with his capture page. Most people in Bob’s upline would do exactly what feels generous, sit there for free and start explaining capture pages, a subject they usually aren’t even an expert in, teaching Bob to be inefficient and passing that inefficiency on to everyone he talks to. Dave doesn’t know capture pages well either. So instead of teaching anything, he asks Bob a short chain of questions: what are you actually in this business for, how much money do you want, have you ever made that much before, how much do you have available to invest right now and monthly going forward, and how long are you willing to keep working before you’d get discouraged and quit.
Only after Bob answers all of that does Dave ask for anything back, and he’s upfront about why he’s asking for proof instead of just taking Bob’s word for it. As he puts it in the training, “Okay, so I’m going to ask you to do a couple of things right now, okay? And I’m going to test you and the reason I’m going to test you is because I believe you, I believe you, but I was always taught trust but verify. That make sense? Sure. So I want to see that you’re serious and I want to show you that I’m serious too.”
The ask is specific: Bob buys all the core products in the company because he needs the education, and Bob brings ten guests to Thursday’s training, where a third-party expert who actually knows capture pages will critique Bob’s page live. Look at what just happened to that one free favor. It became a sale. It became ten new prospects walking into a room they wouldn’t have entered otherwise. It became a training Dave didn’t have to personally deliver, because he brought in someone who was actually good at the subject instead of faking expertise he didn’t have. And it became proof, in front of everyone in that room, that showing up and doing the work gets you helped, which is a far more repeatable lesson than watching Dave explain fonts for free.
Why should you stop personally coaching anyone who isn’t already producing?
There’s a companion rule buried in how Dave decides who gets his time at all, and it’s uncomfortable the first time you apply it. In his language, you’re always doing one of two things: bringing in enough new people to eventually find the ones who will produce, or teaching the people already producing how to bring in more people themselves. There isn’t a third category where you personally coach someone into becoming a producer through sheer effort and belief, because production is the only signal that holds up. Some people will tell you they’ll be here in twenty years and quit inside three months. Others who never say a word will quietly go build an organization. The only honest way to tell the difference is watching who’s actually moving numbers, not who sounds the most committed on a call.
That’s also why producers themselves rarely ask for coaching. They tend to want to hang out with other producers, not get walked through their feelings about a stalled funnel. It’s the people avoiding the one action that would actually move their number who request the most hand holding. So instead of opening his phone to anyone who asks, Dave makes the event the price of admission. Want time with him? Show up, and bring guests. That one rule protects hours every week that would otherwise go to rescuing people who were never going to produce regardless of how much attention they got.
The last piece ties back to where this started. You never train unless you’re also selling in the same breath, because framing a call as come learn something fills a room, while framing the identical call as come get pitched empties it. The training becomes the invitation, the sale happens once everyone’s already in the room, and once you’ve recorded that training a single time, it becomes a permanent asset your whole team can send people to instead of you personally explaining the same capture page question for the four hundredth time.
What’s covered here is the shape of it: stack training, selling, upselling, downline production, culture, and the next event into a single interaction instead of running six separate ones, and gate your personal time behind actual production instead of promises. The full lesson runs the complete Bob phone call from the opening question through the close, walks through more of Dave’s own Amway and internet marketing story examples, and shows exactly how to record a training once and turn it into a permanent selling asset for your whole downline. That full video, plus the complete transcript, is part of the Team Building Formula course.
If you’re new to it, get the whole course, every lesson, every transcript, for $99 at the Team Building Formula course. Go pull up your next one-on-one favor and make it do six things at once.
Full lesson transcript
Lightly edited from the original recording — fillers removed, nothing added. Income disclaimer.
Moving on, right? You've got the story part. Now, this drives people crazy. Every training needs to be embedded in stories, right? And every story needs to have an embedded training.
And it drives people crazy sometimes. I'm telling you it's the truth, and here's why. Because you've got to remember, anytime you're doing training, anytime you're selling, anytime you're acting in your team, that within a very short period of time of you leaving whatever you're doing, okay, people distort everything you said. Okay? They just, everything.
From the how-to the strategy to the website and the way that it looks, right? The website and the way that it looks. And it's like that for a reason. It's like that because your memory distorts stuff, doesn't it? This guy's a hypnotist.
It distorts stuff, right? And that's why a hypnotist can go and they can change your memories of your past. And most people think memories is what happened. Your memories are not what happened. It's what you think happened, right?
That's why Chinese whispers completely changes something when it goes down six generations or so. It's a completely different story, right? Because of that, the only thing people remember very consistently are stories, their connections in the imagination. There's a lot of reasons for that. There's a lot of reasons I could go into, and I want to keep this more short, right?
But I was originally going to rant on about holographic memory for a while, but that's probably a waste of time, right? Just trust me, right? Right? I don't want people to retain and be able to utilize anything. You got to tell a story that has the training.
This is why I remember everything I was ever taught in Amway. Everything. It's not because their training was very good. It's because they just taught everything in the middle of an embedded story. And I remember everything there.
And I learned a lot, right? And it's like 10 years later. I can't remember what I learned from any internet marketers a year ago. And it's not because my memory's gotten worse, because it's gotten worse. It's because it's gotten worse.
It's because it's gotten worse. It's gotten better, right? It's gotten way better, right? I can't remember what most internet marketers a year ago, because they just get on, they tell facts and details all the time. And here's something I learned, and this will contradict what you think is true.
I used to teach people tactics all the time, okay? And when I did that, nobody did anything. Okay? I'm just the way that it worked. And the reason is, is because when you complicate something, people take it a step further and they complicate it again.
They compare, and they say, you know what? You're complicating, right? It's like duplication, but with complicating things, right? This is what happens, right? So eventually, I just said, I wonder if I just didn't teach people anything, what would happen?
I just started telling stories about stuff and never teaching really anything except for embedding points of the stories. And when I did that, my calls got like 10 times bigger. Okay? Like 10 times. You know?
There's still times when people fight me on that, and they'll be like, you need to train more on more specific stuff. But I won't train, unless there's a story in it. I just won't do it. I'll tell a story for every single point I ever share. Right?
That make sense to everybody in here? Okay, and then there's next. This is the law of the producer leader. Okay? That's what I call this.
And here's what this is. Okay? Everything that you do, everything that you do, okay, everything, needs to do as many of these things as possible at the same time. Okay? You're never going to be possible to do all of them at the same time.
But as many of them as you possibly can at the same time is what you're aiming for. Okay? And here's what they are. Right? Number one, training.
Number two, selling. Number three, upselling. Number four, right, creating downline production. Number five, creating culture. Right?
Number six, promoting the next event. Number seven, if you're doing an event promoting, you're promoting the next event after that. Okay? And if you're doing something one-on-one, the only things, in my opinion, that don't trap you that are one-on-one is if you're one-on-one with somebody doing something, you're selling, upselling, or selling, upselling, and promoting into the next event. And that's it.
And here's the reason for that. It's because if you get trapped into one-on-one stuff with anyone, it makes nobody money at all. And you're creating time gaps in your business. And what do I mean by that? Every time you start somebody and you stop them and you have to restart them, you lose time.
And that time, that gap of time, replicates through organizations of thousands and thousands and thousands of people. Okay? If I have to stop, teach him something, make no money, on a personal phone call, imagine if my whole team starts doing that. Right? I'm losing thousands or hundreds of thousands of hours of productivity and productivity.
I'm losing productive time if that's what's replicating. So as much as I can, everything that I'm going to do is going to train, sell, upsell. Okay? It's going to create downline production. It's going to create culture.
Right? It's going to promote the next event. And if I'm at an event doing that, it's also going to promote the next event. Because if I'm at an event and I don't promote the next event, I'm with the group of people that would have gone to the next event if I had promoted it. Right?
And now, I create a time gap and I stop and I have to start the promotion for the next event all over again. It's like four times as much work. That make sense? So every time you have a gap in what you're doing, it creates time gaps. That's why I never work one-on-one with people ever.
Let me give you an example of how to not work one-on-one with people but still work one-on-one with them and create this result. See, most people, if somebody asks you a question, you answer a question. Right? Or if somebody wants to know something, you just explain it. Or if somebody tags you in a hallway, you just sit there and you just dump on them.
Right? Or if you're downline and you're successful and somebody says, you know, how'd you become so successful? You just barf all over people. Right? You're like, blah, blah, blah, blah.
That's how I became so successful. And you're not realizing what you're doing. Because not only are you teaching somebody to do something that they can't do, that doesn't work when they do it, right, that doesn't make you any money, that doesn't make them any money, but now when you've got to get them to do what's ever next, you've got to start all over again. It's like ten times the work. Right?
So give me an example of something random that, you know, somebody would throw at you for a request for help for something and I'll show you how to fit everything together at once. Right? Something random. Somebody. So he said, here, here, somebody give him a microphone if you want to pull him out.
Can you just repeat that in the microphone? So I'm going to give you a great example with this. Show me how to, help me with my capture pages. Now before I answer, right, this question, what do most people do? They sit there giving advice on something they're not an expert in, to somebody, for free.
Right? Because they want to help them because they think that's what they're supposed to do. Right? And in the process, mess up his capture page, teach him how to be unbelievably inefficient. Right?
And in the process of doing that, they're teaching everybody around that he ever comes in contact with how to slow your whole business down. That's what most people do. Isn't that true? You don't think about it like that's what you should do. So if I have him here and people ask you stuff or they throw stuff at you they want to know something.
So ask that again so everybody can hear. Yeah, I really, I really need help with my capture page and I was wondering if I could get, you know, get some time with you so you can really help me learn how to do it the right way. Yeah, that's actually a really good question, isn't it? Right? Now you actually have a capture page right now?
I do. You do? You do. What's your name? My name is Bob.
Bob Ullman. I might probably know that if I'd been talking to him a lot. Right? So Bob, I've got a question for you, Bob, just real quick. Okay?
Sure. What are you in this business for? I'm in it to, you know, to find freedom time, freedom and money and, you know, have as much money as I want. Well, how much money do you want? What do you mean by that?
Have you ever made that much before? No. You haven't. So this would be the first time. Right.
Okay. And let me ask you a question. On a monthly basis? Yeah, on now and then on going monthly basis. And how long would you be willing to continue working in your business before you created that result and started seeing your income start to escalate and your organization start to grow before you know you got discouraged and quit or something?
I'd be willing to put at least a year. At least a year? Yeah. So you'd be willing to put a year in. Now let me ask you a question, Bob, because I know you called me and you're part of the team here and I put my phone on and I said it's okay to give me a call.
So let me ask you something. If I tell you what to do, will you do what I tell you to do? Exactly. And will you dedicate your resources the way that I instruct you to or are you just going to fight me on everything and do it your own way? No, I'll, I'll do exactly what you tell me.
Okay, let me ask you a question. I notice here logged in that you're not all in. That you have the basic and the inner circle membership but you don't have the core product line. So let me ask you a question, Bob. You're not all in right now but you did say that you have some money to dedicate towards your business.
Are you serious about getting good at capture pages or not? I'm real serious. Okay, so I'm going to ask you to do a couple of things right now, okay? And I'm going to test you and the reason I'm going to test you is because I believe you, I believe you, but I was always taught trust but verify. That make sense?
Sure. So I want to see that you're serious and I want to show you that I'm serious too. So here's what we're going to do, right? I want you to log in after this phone call and go buy all of the core products in our company because you need this education from experts who can help you do that. Now here's what I'm going to do.
I'm going to ask you to do a couple of things. Number one, I want you to go log in. I want you to buy all of those products. Number two, right? We're having a team training this Thursday and I'm actually pulling a guy on who's an expert in our team in capture pages, okay?
Who knows how to help you with that, who's an expert and he's already been through the core training. So here's what I'm going to do for you but I'm going to ask you to do a few things. Number one, right? I'll go ahead and help you out with that because I'm going to get you on the phone. I'm going to get you on this with this expert and we'll actually critique your specific pages how we'll only do it under two conditions, okay?
Now if I give you the two conditions, will you follow through and I'm going to do them or are you going to fight me on them? No, I'll follow through. Number one, I need you to get all in by that training and I'll check, okay? Number two, here's the second thing. I need you to do whatever you need to do to get 10 people to that training because I want to not just train you but I want to train the people around you and your team and I want to help you get results at the same time.
So this Thursday, 8 p.m., can you get 10 people there and be all in by the training? Well, yeah, I can, I certainly try to do that, yes. I don't want you to try. I want to ask you, are you committed to your future? I am.
Okay, then will you do whatever you need to do to get 10 people to the training? I'll do it. All right, and I know you'll do it and I'll see you this Thursday. I'll get you out and we'll make sure that your capture pages look just the way that you want. Is that fair?
That's fair. Great, thank you. Okay. And now, what just happened, though? Now, if he does that and he will do it, if I talk to him like that, he makes money because he just got 10 people to my call and you cannot get 10 people to something that I do without making money.
It's impossible. Okay? That's how you do everything at the same time. In Kung Fu, it's called Jeet Kune. Attack and defend at the same time.
Yeah? Give him a microphone. So when you do that and you tell him that you will teach him on the webinar how to make his capture page. I get third-party expert. I don't want to know everything.
Yeah. Do you actually bring on a third-party expert? Oh, I would, yeah. Okay. Yeah?
I'd bring, if I didn't know how to do it, I'd bring on a third-party. I'd bring on third-party most of the time for something like that because, like, people think I'm a marketer. I'm not a marketer. So how would I do that? Huh?
How would I do that? You do that by plugging into your team. Okay. Right? That's it.
That's how. Right? So you just need to learn to utilize people around you, learn to utilize. That's why you have third-party experts. Right?
That's why you have third-party because if you have third-party, you don't need to know everything. Right? And if you get on, like, a webinar, you don't need to do three-way calls because it has the same effect but with 10,000 people at once. Right? Google Hangouts is free.
You know, freeconferencing.com is free. It doesn't even cost any money to do. Right? It used to cost money, to do this stuff. You used to pay for meeting software.
Now all of this stuff is free and works better than the paid stuff. Right? It's free stuff. That make sense to everybody in here? So you just get everybody in as large of groups as humanly possible and you do everything you could possibly do at the same time.
Now I'm going to get them on the training. Right? Now I'm going to get them on the training and I'm going to turn that into a sales presentation which I'm going to talk about how to do a little bit later too. Right? Because remember, I'm not just going to train.
I'm going to train, sell, upsell, create downline sales, right? Create culture, promote the next event and if I'm there I'm going to promote the next event. I'm going to do that all at the same time. All the time. Because anytime I stop doing any one of those steps I create time gaps in my business and I have to start all over again.
Right? And it's like 10 times the work as if I just do it all at once. That make sense to you guys? So I get to the event. How do you turn an event into a training?
Well I'm going to talk about that more a little bit later but it's like super easy to turn anything, a training into a sales pitch is just the easiest thing ever. It's like the easiest formula ever to do that. Right? To turn every training into a sales pitch. Right?
I could be training on anything. Let me give you a quick example of how to do that. I'm training on anything in groups, with prospects and with reps. As many as I can at the same time. Right?
That's the rule. As much as you can at the same time. Because if you do all this stuff at once then you only have to do like one meeting for everything. Right? It's less time for like 10 times the results.
Right? If you do it all at once. So you can like be at the beach for all that other time when everybody else is doing three-way calls doing a three-way call with like 8,000 people at once. Right? That's the better way.
You know what I'm saying? So anyways, you turn any training you want to turn into you want to turn into a sell or an upsell every single time or both while you're promoting the next event. Because if you don't promote the next event when you're at an event then you have to restart the promotion for the next event. Right? Restarting it is much harder than just telling people be here next Thursday with your prospects and giving them a reason why.
Right? So I get on and I get this third-party expert and this third-party expert does this thing and I'm there and I'm just asking kind of questions and stuff and just sitting back and he's doing the training because I would not do training on capture pages not ever. And there's a reason for that. I suck at them. Okay?
I'm awful. Right? So I'm not going to do the training I have some third-party expert come on critique and I'm going to ask questions and say oh that's interesting. Right? And then after he's done talking then I'm going to come in and I'm going to start selling stuff.
Right? And how am I going to do that? I'm just going to ask the question. I could be on that I could be on that hangout and I could just be saying now everybody here is watching this hangout some of you guys are in the team some of you guys aren't in the team yet. And a lot of you guys who aren't in the team yet you're looking at this.
Right? And you're saying this is really good information. You know? I wish I had information like this in my team. I wish my team could learn this stuff or I wish I knew this stuff I wish I could teach it.
Well you got a choice. You know? You could learn to be an expert like you know Frank Expert here. Right? Or you could just plug into our system because here's the truth you're on this webinar not because you want to just sit around and do trainings all day and night like you know the dork squad right?
Who's in front of the computer all day. You're on here because you want to be at the beach and make money while you're doing nothing. What would you rather do? Would you rather be involved in a team that trades your teams like this for you so you can go to the beach or would you rather sit here and hear webinars all night? Who would prefer to just send people here and get people to sign up and to be trained by people who actually know what they're doing and just be part of a culture that helps you grow your organization while you have a life?
You guys cool with that? You guys okay with that? You guys pumped up about that? Right? So here's what I want you to do if you're on this webinar right now and you're not in yet I want you to hit the link below this and get in right now and here's why.
Here's why. Right? Because if you get in right now and you join the team you become a part of this you're going to be part of our inner circle. Right? You're going to be part of our group because this team here we're creating something.
Right? We're creating something. You know we just taught Bob how to make capture pages what we just taught him is a part of the formula. Right? Because Bob here I realize something you have 10 guests here don't you?
Right? So if you're with Bob on the call and you're one of Bob's guests here's what I want to ask you I want to ask you I want to ask you if you're making a decision to get in. Right? I'll do a call to actions right there and start selling his people right on the thing telling everything into a sales pitch. Why?
Because I'm making him money from doing what I saw to do and all of a sudden he just thinks shit all I got to do is get people on this guy's webinars and I'm going to be rich. Right? And what else did I do? I'm convincing everybody else at the same time that's all they got to do. Right?
And I'm convincing people in the team that it works and then I just turn that into an upsell too at the same time. Everything at once. Attack and defend at the same time. Bruce Lee. Right?
So in any case we're moving on. Right? Is that helpful to you guys? So that's the producer later. Right?
Now this is how I don't get any phone calls just because I'm always doing this. You guys notice that probably drives who in here has been driven crazy one time at least getting around me and I don't answer your question. Right? I mean it's frustrating. You're like just answer the dumb question.
You know what I mean? It's like no. You know I'm lazy. You know I don't want to answer your questions. I want to just talk about what I want to talk about.
You know what I mean? I don't want to know this stuff. I don't want to even know this stuff let alone teach it. You know what I mean? So if I wanted to do that I'd like go like to school or something.
You know? Right. So we got we got we got we got that now. What's the next one? The next one is the law of numbers.
Right? I just called this the law of numbers and what's this? We're always doing one of two things one of two things when we're building an organization. We're either bringing in the numbers to find the man or teaching the man to bring in the numbers. Right?
You guys have heard me say that before haven't you? Right? Well now here's the other part of it. Right? That's the only two things we do.
Now that could be a woman too don't get me wrong. Right? It's just there's like it's less interesting sounding if I say you could be finding in numbers to find to find the man or woman you know or teaching the man or woman you know how to bring in the numbers. Right? This makes it longer.
Right? So in any case right? You're always doing one of those two things. So you're always producing to bring in numbers. You're always looking for the person to help them bring in more numbers.
Now the couple parts of that formula number one how do you identify somebody who's going to bring in numbers? Most of you got this all screwed up. You're like looking for the sharp person in your team. Look everybody has the ability to be great. Right?
But if you run around trying to make people great who aren't ready you're screwed. Right? Somebody said you know it was over here they're like I want to help people like you know I want to turn people and change them from not producers into big producers. They didn't say that but you know I can tell that's kind of what they're thinking. Sorry you can't.
People will either produce or they won't. People will tell you stuff and it's bullshit. Right? And then other people who don't say nothing they'll go produce. Some people say I'll be here in 20 years and then they'll quit in three months.
And you have no way of looking at it other than looking at who's moving numbers. And that's it. For me I will not spend any one-on-one time with anybody not moving numbers. Period. Right?
Why? Because if I spend one-on-one time with them there's no motivation for them to go move numbers because they're not to get one-on-one time. Because that's my requirement. Right? So if I make it a requirement to produce to get around me to find out how to learn more right?
Then I'm creating the behavior that the person wants by not giving them anything. Right? Somebody says I want personal coaching. Okay. Bring 100 people to the next event.
I'm coaching them right then. You know what I mean? On what to do. Right? But even like AK.
Right? We talked the other day. Right? Why did I talk to AK and bring him backstage? Because here's what I found.
I found that when you get a person Right? When you get a person who's producing a little move like this they produce 10 times more. Tiny things. And it's unbelievably easy to correct. Right?
See, everybody wants coaching who's not a producer. It's true. Producers generally don't want coaching. I don't want to sit on the phone with guys and ask them questions for hours ever. Right?
Tony didn't call me up and be like, Dave, you know, can you help me find my inner child? You know? He doesn't. You know? Producers don't want coaching.
Not ever. And if they do, they just go pay for it. Right? And if somebody won't give them to them, they'll just go pay somebody else or they go find an expert on something. Right?
But new people, right, who aren't doing anything because they're avoiding what you're telling them to do, they want coaching. That's why I won't run a coaching business. Some people have coaching businesses, won't do it. Right? Because I've coached people before and it's awful.
Here's what it turns into. It turns into you're on the phone with somebody and then they start talking about some problem they have and you have to sit there and listen. They're psychologists for this. They go to school. You know?
I didn't go to school for this. I just started after a while at Dune. I just was like on the phone with some lady. I was like, look, stop it. I am not a psychologist.
This isn't working out. You know what I mean? But not only that, if you sit there and your goal is to coach everybody in your organization, when you're coaching them, are you selling? No. When you're coaching them, are you helping them sell?
When you're coaching them, are you promoting an event? Well, maybe. So you may have got a little bit, a big piece of it there. Right? When you're coaching them, aren't you wasting a good time to upsell?
Right? But you're not really promoting the event because if you sit there on the phone and you talk to everybody for hours about everything they request of you, right, not only aren't they not going to respect anything you say, but they're not going to go to the event because they just call you anytime they want and ask for anything. I'll just call them anytime I want and ask for anything. Why would I go to the event? Right?
Whereas if they have to get to the event in order to talk to you, they'll go. I won't talk to you if you don't go to the event. What do you mean? You're my sponsor. I mean I won't talk to you if you don't go to the event.
Because there's nothing I can say to help somebody who's not willing to do what it takes for their future. And if you're not going to go to the event, you're not going to make it. Period. So you want me to talk to me? Come up and talk to me at the event.
Okay? Problem solved. Didn't waste three days with somebody on the phone. You know what I mean? You can't have a phone call do what an event could do anyways.
Right? So you're bringing the numbers to find the man or woman or you're teaching the man or woman to bring the numbers. Right? All the time. Now here's the key though.
Here's the key with that. You identify them by their production and when you're teaching them to bring in the numbers, you're always doing as many of the following things as you can at the same time. Training and selling, upselling, producing in their downline, creating culture, getting them and their team to the next event. And if you're with their team at an event, you're getting them to the next event. Right?
And if they're already all in, I'm not going to say I'm not going to spend a lot of one-on-one time with them. Even if they're a producer. Because here's why. If I spend one-on-one time with somebody, I prevent myself from booking a meeting and selling with their people which is really how I'm going to help them. So what I did with AK the other day, I'll give you an example.
I invited him back. He didn't ask because producers usually don't ask for coaching. Right? They just kind of want to hang out usually. It's true.
This is true. You look at like Justin or sometimes he'll come and ask a question about something. But a producer, they kind of want to hang out. You know what I mean? They want to hang out with other producers because there's like not very many of us around.
You know what I mean? It's like let's hang out with each other and let's you know let's like you know do great things together. They want people to hang out with who are also doing great things. Totally different attitude in it. Right?
See this is a different way of doing things. It actually produces more. But he came back and I you know start talking to him. Right? And what did I do?
I got him on stage. Why did I get him on stage? Because now I've got a guy that's third party that can teach my organization that can get my organization to upsell and upsell more. Right? And now when I'm coaching AK and helping him out I'm helping him in front of as many people as possible.
Doing everything at the same time. Why is that more effective than talking to him one on one? Because now I'm training everybody and so is he at the same time and now I don't have to have like a hundred conversations for the exact same thing. Does that make sense? Yes.
You're bringing in the numbers to find the man or you're teaching the man to bring in the numbers. What else do you do? Well if somebody wants help who's bringing in numbers I'll tell you the best thing you could possibly ever do for them. Book yourself into one of their hangouts or one of their events or something like that. Why?
Because then you're there in front of their prospects and their team edifying them. Right? We talked about edification already. Selling with them. Promoting the next event with them.
Upselling with them. Right? And if you're at the event then you're promoting the next one after that edifying the system. Right? And then as you're doing it as you're doing it here's what I just showed him how to do.
I showed him how to help his producers. Right? Because if he does that his whole team will make more money. So I showed him by doing it with them. And then we build a relationship a camaraderie for that.
But if I sit there and I'm like well let me tell you know what the guru says. You know. You know what I'm saying? That's how you compress time frames with everything you do. Okay?
Make sense? Make sense? Okay. Okay. Now the next one.
The next one. Right? This is the training efficiency rule. Right? The training efficiency law.
Now this one is the system trains people all the time. All the time. You don't train people. You don't train your team to train people. The system trains people.
Because the only time I'm going to train people is when I'm selling. Because selling is a much better way to get people to meetings than training is. I mean training is much reason excuse me that was reversed. Training is a much better excuse to get people to meetings than selling is. Because if you say hey you want to come over and like listen to this webinar I'm going to sell you something.
Right? People don't go. But if I switch that around and I say I'm going to teach you how to get more leads or whatever if this guy gives a capture page question and then I say we're going to do a webinar on capture pages then people get on for the webinar on capture pages and they show up for that and then I can sell. You know what I'm saying? So that's the efficiency rules.
You never want to train unless you're selling and the system trains your team all the time. Because that allows you to not be on long phone calls not run around hand holding and if your team does it they make more money because they're actually selling. Right? I encourage you to train your team by sending them to products like this. Sending them to these products.
Right? Why? Because then you don't have to do it. I'll do a better job than like almost 100% of everybody that buys this probably everyone. Right?
I'm good at this stuff. I'm talented at it. Right? Aren't I? Yeah, I'm good.
I get people producing and making money in all sorts of businesses. So in any case right? And in the case your system does not have a training then what do you do? Then what do you do? Well then you make a new one and use it as an excuse to sell stuff in front of as many people as possible while you're training selling up selling in depth.
Building culture and promoting your next event at the same time. Then you just record it put it in your system and you don't have to do it again. Then the next time somebody does that or asks that right? I just send them to that one and if they don't have the product they can't access it they have to buy it. Right?
Why do I do that? Well because I want everything that I'm doing to make money because if everything I'm doing makes money when people copy me everything they do makes money. If everything I do takes time and makes no money then when you copy me everything that you do right? Takes time and makes you no money. So it's like replicating the opposite of what people are joining me for.
It's not helping them. Okay? We gotta get over that. People are like well you don't help your downline. Yes I'm helping them way more than you are.
Okay? I'm helping them though by getting out of the way. By getting out of the way. By letting them go through it. By letting them take action.
By giving them an assignment that forces them into promoting the next event and then they're making the event bigger while I didn't do it. So I saved myself time and made the event bigger and sold something and I upsold something and I taught him how to teach his team at the same time without even teaching him anything. You know what I mean? Folks, obviously the income examples discussed are extraordinary. The income claims presented are not intended to serve as a guarantee of income.
Instead, they're designed to give you an idea of what's possible. Success in this business requires leadership, hard work, and dedication. Since we want to help you make an informed decision, we've gone above and beyond with our income disclosure document. If you want to see the average earnings, please visit the page at www.empowernetwork.com forward slash income dot php.
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