With the world changing so dramatically, networking has never worked wonders as it has for the masses at this level. Dan McCormick’s guest today is successful network marketer Lance Conrad. Prior to beginning his network marketing journey, Lance had 10 years’ experience in hiring, motivating, training employees, and driving sales for companies, including a Fortune 500 company. Today, he sits down with Dan to talk about networking, network marketing, and the success people are seeing in their businesses by being in the right place at the right time with the right alignment of leaders and products.

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Listen to the podcast here

From Head Hunter To Building A Network Marketing Organization With Lance Conrad

Welcome to the show my good friend, Lance Conrad, from the fabulous state of Utah. You’re in the hot seat, my friend.

I’m fired up to be here. Let’s have some fun, Dan.

It will be. I love every week to start the show off before you and I talk about where we met when you first read The Greatest Salesman. Every single week, I’ve got my trusty notepad here and I write down the three things that shape your life, The Greatest Salesman. What are three things that you can look to for success in your life for being in the chair as the greatest salesperson? Three things that shape you on a daily basis or on a bigger scale?

It’s important to have my priorities straight. It’s always been God first, family second, and business third. If I can keep those in that order, then everything else seems to fall into alignment in terms of what I’m doing with my time and what I’m doing with my effort where I’m focusing and all that. The nice thing about the business that we’re in of networking and network marketing is that I find that our businesses, we make friends for a living and those friends as we go through the highs and the lows, the deaths, the successes, and all that stuff, do become family. If it is God first and family second, I do believe that what I do for a living is about growing my family and my relationships. Number one for me is keeping the priorities straight.

In many years of marriage, I don’t think I’ve ever missed a date night. That’s been an important part of who I am and my relationship with my wife, with my children, and then building businesses to support that family and support that lifestyle. The second thing came early in my career. I’m a poor kid from a rich neighborhood. I grew up in Palos Verdes, California. My dad was a school teacher. I was in the little condo. My friends had Mercedes and BMWs. I had used Nikes. That was my means of transportation. I was interviewing my friend’s parents as I was graduating high school looking for advice on how to be successful. The most successful gentleman I knew at that time was named Mike Finnegan.

I said, “I want to do what you do. I want to be successful. I want to run companies, be a CEO or whatever. What would you do?” He said, “Whatever you do, it doesn’t matter what industry or what matter what major, find a great mentor.” I’ve done that throughout my career. I started as a headhunter. I found the best headhunter in the state of Utah and I did what he did. I’ve followed that throughout my life. I’m not the best innovator. I’m not the most brilliant Steve Jobs that’s going to create a product that’s going to solve the world’s problems. If I can find a great mentor and do what they’re doing, I skip a lot of the learning curve. I’ve done that throughout my career which is great about networking is our industry’s built around following and surrounding ourselves with great mentors that are willing to mentor other people.

The third thing I would say is, I’ve always set high goals. I’ve set those big hairy audacious goals, things that are scary, things that are huge. I stopped at nothing to hit those goals. I remember being in one of my first networking meetings and Nathan Ricks was there. You might’ve been there because I was in Lawns Backyard. There were 100 people there. He said, “One of you might have what it takes to be Blue Diamond in this company.” I looked around and I said, “You 99 suckers.” I knew where I was going to be. I thought he was wrong. I thought 2/3 of us were going to be Blue Diamonds, but I knew I was going to be there so set high goals and do whatever it takes to achieve those goals. They’re important that you make the sacrifices, make the commitment and do that. Have your priorities straight, choose a great mentor, set very high goals and don’t get sidetracked.

I love the fact that you came with, I know you said God first but it’s priority. You have a priority setting in your life that’s built-in and how early in life do you think that started?

At a pretty young age because I came from a very poor family, but very good parents that taught me good life principles, how to love, how to work and who I wanted to be. They were great cheerleaders and said, “You could do anything with your life.” Being the poor kid in a rich neighborhood, I never felt like a poor kid. I felt like I was going to go kill it with my friends. They were going to all be wealthy and so was I. I never realized I was the poor one.

Network Marketing: You either quit when things fall apart, or you get better and you learn and grow. Eventually, your skillset grows, your network grows, and your ability within the network grows.

I love how you said, “We make friends for a living.” When I was reading The Greatest Salesman before we went live, I highlighted something that I hadn’t highlighted before. To your point on priorities, listen to Og’s words at the very beginning of Page 13 in my book. He says, “A simple task provided, one is willing to pay the price in time and concentration until each principle becomes a part of one’s personality. The priorities are part of your personality until each principle becomes a habit in living.” I love Og’s words that he talks about the word principle. He talks about the word habit. He reminds us very often that this unbelievable title right here called The Greatest Salesman in the World. When do you first remember reading The Greatest Salesman?

I don’t know that I read it earlier. I might have, having been in sales ten years prior to networking. I had the privilege to have a great mentor as I got into network marketing in 2008. This guy by the name of Dan McCormick introduced me to The Greatest Salesman in the World. He said, “You got to read this.” Leaders are readers, which is what you would say all the time. I went and read The Greatest Salesman in the World. I loved how it’s told in a story form. You’re learning principles through a good story.  That’s great. When people write these books and they feel like school books or textbooks, they lose me. If they tell me a good story, I not only like it better, but I remember the principles better and then I loved how the ending comes around. You’re like, “That was awesome. I didn’t see that coming.” That’s how I felt the first time I read The Greatest Salesman in the World.

It’s part of my habit to tell everyone that they could benefit from reading The Greatest Salesman in the World. You’re sitting there right now going from a headhunter. Those recruiting skills that mentor you had and then you shifted into the recruiting skills of building a network marketing organization. I wonder if you felt like that was a preparation because sales techniques don’t show up in here as much as life techniques. Did you have that kind of built-in from that mentor in the headhunter days?

You’d think so. I’ll bring in all my headhunters, then I’ll build a big business. I’ll be successful and that’s what I thought. I was told that if I can find five good hardworking business partners, I could make $1 million a year in this business. I’m like, “Great.” I’ve got five friends that are headhunters that are like me. They’re hungry and motivated entrepreneurs. I’ve made them money. They’ve made me money. They’re like some of my best friends in the world. I’m going to go talk to these five people and I’m going to be done. I figured I’d be on a beach in about a month and be done.

I called up all five of them. All five of them not only laughed at me, but none of them would even meet with me. These are my friends and business partners and they wouldn’t even meet with me. Talk about five noes. They were like, “Heck no,” and they laughed at me. There isn’t a secret sauce. I don’t know a lot of headhunters that do well in this space but I do feel like I did learn some sales skills, people skills, and interpersonal skills that would help me with this business. A lot of people from all walks of life have a lot of skill set that they can draw from that they bring into networking and network marketing.

It’s interesting how you said that because the five didn’t join you and wouldn’t meet with you. For me, I was seven years on the journey before I felt like I could trust everything. I was making money along the way, but could I trust it? Could I believe in it? Could I get over the fact that someone may not see the world the way I see it in the world of direct selling or networking? What period of time do you feel like you could trust the process? You’ve been in networking now for how long?

I started in 2008. It’s been a progression. There are lots of highs, lots of lows and a little bit of everything in between. You always tell your story and you tell it like you’re Superman and bulletproof. I ripped off the vest and woke up at the top. That doesn’t happen that way. What I do know is there’s great power in every time I’ve tried to step away from the industry, I miss it. I miss the people. I miss the relationships. I miss empowering people. I miss working from home. I like being a dad. I like being a husband. I like being at home. It is a powerful way of life.

Being the greatest salesman that you are as you’re in that seat now, I select you to be on this show, I know that you like to listen to Og’s voice, to the book. Is there a scroll that rings true for you? For me, I wake up every morning and I think I will greet this day with love in my heart. Is there one of those scrolls that is like that for you at some point?

I would go with scroll two and three. I learned this from you. If you ever asked Dan, “How are you doing today?” What’s the answer, Dan?

Network Marketing: We make friends for a living. As we go through the highs and the lows and all that stuff, those friends become family.

I have the greatest day of my life.

He said that every single time I asked about that and he’s like, “It’s a choice.” Life happens to you, good things happen, and bad things happen, but it’s how you respond to that. I choose to respond with love in my heart and make it a great day. I tried using that for a year or two as I tried to be a good mentee or student. It didn’t ever sound good or clean like mine. For me, I choose the word outstanding. “How are you doing today?” “Outstanding.” People always turn their head like, “I haven’t heard that answer.” I’m like, “That’s a choice,” like life happens. I’m outstanding, but that is a variation of I will greet this day with love in my heart, choose to make it a great day, choose to embrace the day, choose to embrace the highs of the day, the lows of the day, grow from the lows and celebrate and praise the highest and make it a great day. It’s your choice. It is what you’re going to do with it.

The “I will persist until I succeed,” I’m probably the most stubborn person I know. If I decide I’m going to do something, I’m going to do it. I took up tennis at 12 or 13. My friends by that time were like ranked tennis players, already on teams, clubs and all that. I’d never played before. I’m using like an old borrowed wooden racket. I would hit the ball against the wall for hours and hours just me against the wall. No one would play with me. I would play and play until my parents bought me a racket and got me a coach. By fourteen, I was a top ten in the country in doubles. By fifteen, I was number one in the country in doubles. I’d caught and passed up all my friends and ended up playing collegiate tennis. I will be persistent. I was not the best. I was not the tallest. I was not the strongest. That’s true in all things that I take on. I’m going to figure it out. I’m going to work harder than the next person. It’s not going to be from lack of effort or work or persistence that I’m not going to get where I want to go.

It’s an awesome word. I have the cardstock visual for you. I will persist until I succeed. It’s empowering without a doubt. I love how Blanchard has got it here. It’s all a choice and that’s one of the Og’s books that I love called The Choice. If you haven’t read it, you’ll love it.

It’s a fantastic book. It’s another great story with a great ending.

He’s such a gifted writer and teacher of the philosophy of life. Lance, you’ve taken that Habit Finder. You’ve met with the president of the company not long ago. I was scared. I was nervous. I’m not a good test taker. What was it like for you to take the Habit Finder?

I don’t know. I probably took that test like I take every test in life at least in school. I didn’t take school that seriously. I didn’t take the test all that seriously. I did it fairly quickly. It doesn’t take a lot of time. I had the privilege of meeting with Dave Blanchard, who is the CEO or owner of the Og Mandino group now. Having him break down those results, he went deep and there was a lot he pulled. I’m like, “I want to go read the test again. Where did you get this info? How do you know this stuff?” He was just like, “Put these things in order and preferences.” It was pretty cool.

I had some follow-up questions for you. When we look at the three things that you mentioned at the top of the show here, how do you get yourself into your rhythm every day? What do you find is your cadence and your rhythm? I know what you do well. I know you’re good at talking to people. Keep talking to people and you talk to more people and you do it in bigger and bigger groups. What gets you into that rhythm and that frame of reference every day to go?

I get up very early. I’m up by 5:00 or earlier every single day. By 5:30, I’ve gotten up, dressed and gotten the cobwebs out. I drank branched-chain amino acids. While I’m exercising every single day, I’m listening to audiobooks. Dan asked me to reread The Greatest Salesman in the World. I went on an eight-mile run and listened to it. I knocked it out mostly in one run. I’m preparing myself physically and mentally for the day. I do take time to prepare myself spiritually for the day. I read the scripture, say my prayers and get ready.

By the time most people are rolling out of bed and getting going, I have prepared physically, spiritually and mentally to take on the day, early in the day. As I get my day going, if I’m working with people on the East Coast, that might be 7:00 or earlier. I started this morning with Zooms at 7:00 AM. I tend to reach out to a couple of my key leaders, my business partners, my battle buddies, the ones that I know I’m moving and shaking. We’re moving cities, states and countries. If you’re getting started, it could be your best friend next door that you started with. I start by calling them to plan out my day. Now, I already did that, but now I’m doing this Zoom with this group. I’m doing this meeting with that group. I’m going to follow up with this person.

I want to do a call in the morning that’s an easy call because it’s the partner call. It’s an upline call. It’s a downline call. I might do one of each, but I’m planning my day. I’m laying out to somebody else what I’m going to do to build my business. It’s an accountability call. They’re telling me what they’re going to do to build their business that day. It’s positive and uplifting. It’s a plan and a strategy. It’s a plan of attack. Before I lose my nerve, I roll from that call into my recruiting calls. I always do them in the morning. I’m already physically, mentally and spiritually sharp. I got a pick me up call from my upline, my crossline and my whoever, so now I’m feeling it. I’m good. I’m going to go hit my hardest calls in the morning which are, “I’m doing this, do you want to come to take a look at it?”

I’m a good recruiter and I can do that. Everybody has a hard time picking up that call, calling in people. I do those calls in the morning. I set up the appointments for the afternoon. I set up the appointments for the following day. I never set up appointments for next week. If it’s that big and that urgent, they better listen to me today or tomorrow, or I did a bad job presenting because I’m talking about something that could change the face of their life. How they do business, how they live their life, how they take care of their family and everything. I better have presented that big enough that they’re willing to stop and make time for me now or tomorrow.

If I didn’t do that, I don’t even care if next week never comes. That might as well be next year. If they have enough excuses to not listen to me this week, they’re never going to listen to me. I always make them make time now or tomorrow. I do those calls first. I go into following up with the stuff that I left over from the previous days, the follow-up calls, doing the launch call. I set up the launch calls with my teams and my groups for the afternoon or evenings. In the morning, I’m recruiting new people. I’m talking to new people. I’m launching new teams. It starts very early and I rarely miss it. For years, I didn’t miss it all. I have 100 calls every single day and six days a week. This is when Dan knew me. I was winning awards for being the top recruiter in that company and that’s because I did it every single day for years.

I can only imagine trying for me to recap what you said, knowing that the header for this show has the greatest on my screen and you’re sitting right underneath that. I know from a humble place that most people don’t like that, but Og talks about that. You’re going to have to read the story if you haven’t read it to know what it means to be the greatest or where he mentions in the book, “I’m having the best day of my life.” To lay it out like that makes me think of scroll number nine a lot, I will act now. Because of your priorities, you’ve established a rhythm that procrastination is not part of your life it sounds like.

“I don’t like to procrastinate. I like to get it off my desk, off my plate and get it done.” I hate having things hanging over my head so do it now. Nike had it almost right, just do it now.

I look at this scroll, I will act now and I always talk about it because so many people might be reading right now and they might say, “I’m going to read to it later. I’m going to take notes later.” What I do when the show’s over every week, I hit replay. I start watching and adding to my notes. What am I going to learn from my Greatest Salesperson in the World guest now? What can I look at in my life? I know that this is a part of my life every day. I’m also reminded Lance by something you said here about some scripture and I’m reminded often from our guests because Romans 12:2 is so profound for the doer in life, “Be ye transformed by the renewing of your mind.”

Essentially what Og did was asked us to renew our mind three times a day when you go through and read The Greatest Salesman or The Greatest Secret. That’s a powerful last few minutes. If any entrepreneurs are reading and you want to know about how to get the job done, you might go back and reread to that. Highlight that and take some notes on that. Hopefully, it takes a village for all of us. We’re all inspired by one another, by this show every week and by principles. Lance, I know you’ve had Dave Blanchard come and speak to your team. What are some of the things that you look for The Greatest Salesman or The Greatest Secret or a principle-centered teacher like Dave to come and offer for your team?

I’ve had you as a guest. I’ve had very few people talk from outside my teams and to my teams over the years. I’m very careful about who I bring because I feel almost like a shepherd. You got to keep them protected and find people that bring value. If you don’t know Dan McCormick, I’ve known him for several years. The first 2 or 3 years, I made money working with him, alongside him or for him as part of his team. For several years, he’s continued to be my friend and my partner and find ways that we can connect and work together or help each other out because he wants to be a friend and a mentor. I appreciate my mentor staying friends with me over the years. I look for people that have that kind of personality. There are people that are takers in life and there are people that are givers in life. I try to find people that are givers. I don’t mind that people have books.

Network Marketing: You either quit when things fall apart, or you get better, you learn, and you grow.

I don’t mind that people have courses but I want them to bring a lot of value because I think that every time you introduce somebody to your team, you want them to come away edified. I don’t expect everybody to make money in network marketing. I hope that they put in the effort and the skills, but I do expect everybody to come away edified and better from the experience. I try to bring people into my family, my teams that edify, lift and inspire others to do more. I was very appreciative. I spent a lot of time with Dave prior to introducing him to my team.

With you, it’s a no-brainer because I’ve spent years and years learning from and being friends with you. I only bring people that I feel will make people better one way or another. It’s not about them making money. That’s a byproduct of them helping other people have breakthroughs, get rid of baggage and become better people. I love the stories of people that get into our business because of the personal development go on to have very successful careers somewhere else, but they attribute it to the personal development skills that they learned from our business. I loved having Dave on. I thought it was deep and I appreciated the time he spent with our team.

I want to draw a quote if I could out of Napoleon Hill’s book Think and Grow Rich because he talks about in the book that “When riches start to come, they can come so fast and so furious.” We might ask the question, where have they been hiding during all these lean years as a paraphrase of a quote early on in the book with Think and Grow Rich. You have struck a momentous cord. If we got Lance the machine on a mission, you’ve hit a momentous cord. You’re growing by leaps and bounds, millions and millions, quarter over quarter. I wonder for you if you asked that question ever in your life. You mentioned, we get some ups and downs and stuff. I think that several months back, you made a comment to me something like, “Nothing’s ever just quite worked like this.” The world of networking has never worked like this for the masses at this level because the world changed so dramatically. I wonder how you assess that quote from Napoleon Hill. It’s coming fast and furious. It’s a lot of success.

I believed it. I told people for about a year that I could put together a team that I thought could do $100 million in sales in 12 to 18 months, but I couldn’t find the right place to do it with. Sometimes you got to get a little bit lucky. You got to find the right place at the right time with the right alignment of leaders, products and all of the above. Our team is going to do $100 million this year and it started at the beginning of the year. We’ll do well over $100 million for the year from basically zero, which is insane on $89 sale and all the stars aligned. That only comes from years of experience.

When I made Blue Diamond working with you, the month after, my mom died. She was living with me. She had bone cancer. She passed away. That’s a long time ago. You probably don’t remember, but I was still working just as hard every single day. The business wasn’t working. I lost half of my business. I went on the Blue Diamond trip as an Emerald. I remember feeling like such a fake. I had another breakthrough. When I got through that, I was able to rebuild those teams and had another breakthrough. Something happened within our business and lost a whole team somewhere else for reasons beyond my control.

I thought you could have hit me with a bus. I thought I was going to cry. Things don’t go as planned but you get better from the experience. You either quit when things fall apart or you get better and you learn and you grow. Your skillset grows, your network grows and your ability within the network grows. Og said sometimes when it comes together, it’ll come faster. I could not explain it. I can put some good people in a room and share the vision, but the duplication and the craziness of what’s going on with our businesses out of this world. To see the success of all the people around me, people on my making more money than me, it’s been unreal. It’s been exciting.

That is fun when you get people on your team doing better than you are and they’re working with you side by side. A lot of your friends are reading right now and I’m noticing a lot of the similarities that people appreciate. One, your friendship which is things that we share in common. Two, your leadership, which is lea which means path, der means finder, a leader is a pathfinder. Stephan talked about your transparency. He also said this when you were going through the rhythm of your day. He also asked the question and he would love to know about your follow-up strategy. Stephan and I have known each other for many years. He is an unbelievable individual. I would like to know if you would answer that for this show. Do you have a drip system? You said you don’t plan things for next week. You want to get it done now or tomorrow because it has an urgency to it. It’s so big. It’s so life-changing. What might be like a follow-up strategy? If someone truly does have something going on this week, do you have a tickler file? What do you call it? How do you do it?

First of all, I make it big and I make it now like, “Dan, I’ve got this thing and it’s so freaking hot. I brought everything. I’m doing it. I’m all in. I got to see it. I need like 30 minutes of your time. I don’t care if you do it or not, but if you don’t see it right now, it’s going to go by you and you’re going to miss it. When can we get together today? It’s either today or tomorrow, but if not, I’m going to move past you and it’s going to blow by you.” “I’ve got a kid’s soccer game.” “I’ll be there at halftime and while you’re eating oranges, I’ll tell you about what we’ve got.” “My daughter’s getting married.” “I’ll be there. It’d be the best wedding present ever.” There’s no excuse. If it’s going to be life-changing, I’m going to meet with you. I’ve met with people that I didn’t know at 10:30, 11:00 at night. I showed up at their doorstep because that’s when they were available. I said, “This is big. This is going to change your life.” They said, “I know.” I said, “How do you know that you just met me?” He said, “Because you’re at my house at 11:00 at night and you don’t know me,” but I make it big.

The next thing is I try not to pitch people myself. I get them excited and then I pass them to Zoom, my upline or somebody else because your friends never hear the same for yourself. I do come in afterwards and close. I’m going to do it. My first company, I said, “I don’t care what it takes. I was told that I could do this in one year. I could be a blue diamond in one year and I’m going to do whatever it takes to be a blue diamond in one year. I’ll take you with me but I’d hate for you to not try and wish you had. Are you in or are you out?” I believe closing is an obligation and I’ll tell you why it’s an obligation. This is where people screw up.

They’re like, “I’m going to keep dripping on them and keep dripping on.” They’re like, “Why did they stop taking my calls?” Close, get a yes or get a no, but move on. If you get a yes, you can start building a business with them. If you get a no, go back to being their friend, but stop dripping on them. People don’t want to get dripped on. That’s what they get tired of. It’s like, “Lance, call me back when you’re normal again and you can be my friend again.” If you can do everybody in your Rolodex a favor, close them. Get a yes or get a no, and then move on. Don’t drip on them. I don’t drip on anybody. I make it big.

I get them in front of the info. I let somebody else pitch the info and then I close hard. I’m doing it with or without you. If you come, I’ll do it with you and I’ll help you go to the top, but it’s your obligation to close that you don’t keep dripping on people. Three months later, somebody says, “No.” I said, “You mind if I follow back up with you once in a while and let you know how things are going.” They will almost always say yes. First of all, because they want to be graceful about shutting you down. Second of all, because most people are sitting on the sidelines going, they want you to fail so they can go, “Neener-neener, I knew you’d fail too and I made the right decisions.” They want to hear that you failed because it makes them feel better about saying no.

I call them as I ranked up or I call them as we have a new promo. Those four friends that said no, every now and then I got to take them golfing and let them know, that they made a mistake. They should have said yes. That way they couldn’t sit on the sidelines. I leave the door open, but I don’t stay on somebody for a week or two weeks or whatever. I’m going to get through that process in 48 hours to 5 days, 48 hours, 72 hours. I’ll get you excited. I’ll get you in front of the info and I’ll pitch you hard enough that you have to make a decision and then I’ll move on.

Three months from now, I had ranked up. My checks ranked up. My company rolled out a new product. I might come back to Dan. I know you said no, but we just released weight loss. We just released energy. My checks have jumped up. Would you like to relook at this? I think you might’ve missed something there? No, that’s okay. Let’s go golfing next week. Maybe in three months, I’ll follow back up with you. If somebody is good, I will stay in touch with them for years because I always want to find ways to do business with people I like, trust or believe in. Some people are like, “Why are you such a good recruiter?” I’m not. I keep these relationships with key people and it might have taken me ten years to get them in my business where somebody tried once. What I can tell you is nobody likes to keep getting pinged over and over again for like three weeks in a row. Your obligation is to close so that your relationship can move on. Closing is an obligation.

Here is the one I think what you just said, Michael Gerber in the book, The E-Myth said that, “Selling is not closing. Selling is opening and you open the door was such a massive dream and such urgency that you get to discern the close quite quickly.” No one’s ever said it any better. I want to thank you for that. I appreciate everybody reading in. It’s no secret why you’re sitting in the chair. You can feel your energy. You can feel the contribution you make to people’s lives. I remember I recruited an individual who went on to sell millions and millions of dollars. She said, “Dan saw something in me that I didn’t see in me.” I said, “You deserve to be making X and now you’re saying that on every phone call, you deserve more.”

It was something you said in one of our very first calls, you said, “What happens when your annual income today becomes your monthly income tomorrow?” That’s what I remember. You said it on a group call and my mind went, “That’s not even possible. What would my life be like? I was making decent money,” I thought. I was like, “I need to learn from this guy.”

I appreciate you bringing me back to that thought. That goes back to Napoleon Hill’s comment about, “When money starts to come, it can come fast and furious.” You strike when the iron is hot. You’re bringing it here now. You’re bringing the fire. If you’re talking to somebody now, that’s brand new. You’re reading to this, maybe somebody that’s been on the journey with you. We got people that might read now and maybe they haven’t hit their stride yet. What do you say to them?

Everybody wants to make big money. That’s the American dream, “I want to make it big,” but the joy is in the journey and the process. I can tell you that if you work on yourself every day, physically, mentally, and spiritually, that the money will follow. Some people will get there faster. Some people will get there slower. Don’t compare yourself to other people, compare your progress. Keep a journal. Keep track of where you’re going. If you start to make those changes physically, a lot of us have some quarantine, fifteen to get rid of. Mentally you start thinking and you do a mind hack where you’re programming your mind with positive food all day, every morning. You get centered spiritually, whatever that means to you, whether it’s meditation or DOD or whatever, people will be attracted to who you’re becoming.

You don’t have to be built like a model. You don’t have to be a Dave Blanchard, mind genius. What you have to be as progressing. Who’s the expert in weight loss? It’s the person that’s 100 pounds overweight that just dropped 30 pounds. They’re not going to listen to Dan about weight loss because he’s never had to lose weight in his life, but that person who just dropped 30 pounds is an expert. What are you doing? How are you doing it? They are a walking, talking billboard. Live it physically, live it mentally and live it spiritually and you’re going to find one day, all of a sudden, the money will follow all that stuff.

The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It

Don’t be in a hurry. It’ll come. Do what your mentors tell you to do. Success leaves clues. Find a great mentor and do what they’re doing. Don’t try to do it your way. One of our mentors, Nathan Ricks said, “Just earn your first million my way and then you can do it whatever you want from there.” He’s made a couple hundred million dollars doing it his way. Find a good mentor, do what the mentor’s doing, but work on yourself and the rest will be drawn to you. It will take time.

“Work harder on you than you do on your job,” is what Jim Rohn said early on for me. I hope everybody will remember scroll number nine, Act now, relisten, take the notes, and take the assessment. It’s free. Don’t procrastinate. Change your paradigm on being proactive in doing stuff. Do it now at HabitFinder.com/Lance. Lance, I can’t thank you enough. What an honor. It’s going to be an honor to go back and relisten.

Thank you all for reading. It’s been fun.

Continued success, everybody. Have the greatest day of your life. Bye for now.

Important Links:

• Lance Conrad
• The Greatest Salesman
• The Choice
• The Greatest Secret
• Think and Grow Rich
• The E-Myth
• HabitFinder.com/Lance

About Lance Conrad

Lance is married to Tanya Conrad and has 3 beautiful daughters, Sierra, Kianna and Faith.

Lance has trained hundreds of thousands of distributors around the world and has built teams in 40+ countries. He has been featured in Network Marketing Times, recorded broadcasts for MLMnation.com and been invited as a feature speaker for many companies within the MLM community. He has provided consulting services for small start-up companies to companies that do hundreds of millions per year in sales. His passion for the industry comes from the relationships and friendships that last a lifetime. He loves to see the underdog succeed.

In 2013, Lance joined Rob Sperry and Brandon Carter to create a new brand for MonaVie, mynt.
mynt was founded on the ideas of creating better products at better prices and delivering them in a culture of humanatarian service and fun. We created the brand, created the culture, created the duplication process and then Rob and Lance became the first distributors in mynt. We helped MonaVie grow in the US for the first time after a 5 year decline.

In 2008, Lance joined a multi-billion dollar per year network marketing company. He achieved the top rank of the company within 1 year of starting. In a company with more than a million distributors, he was ranked in the top 3 worldwide for recruiting and new business growth 3 years in a row.

Early in his career he was a technical recruiter receiving the trophy of Rookie of the Year out of 500 plus offices. After 2 years he left to start his own recruiting company, HireSolutions. He wrote 3 books on recruiting and trained 137 different offices on the recruiting techniques he created. He sold the HireSolutions franchise to a public company.