The Art of Relationships

“My whole platform is about relationships,” said a vibrantly-dressed Susan Caray as she entered my office for a “quick” (I use quotes because we were shocked to learn we’d been chatting for over three hours when we finally wrapped up) interview with our newest Leader Spotlight. I would quickly learn that her proclamation was to set the tone for the entire five-part article.

“Relationships,” Susan continued without missing a beat—giving me only a moment to admire her colorful Mila leaves—inspired blouse and custom Mila pedicure (courtesy of her eldest daughter)—“are where it all started for me.”

In Your Face!

What can only be described as humble confidence poured out of this woman as she perched herself on the edge of her seat across from my desk. She was relaxed, but looked ready for anything—a phone call from her team, a prospect ready to commit, a problem to solve—and an heir about her left me feeling like I was the most important thing in the world, yet like she had a million things going on behind the scenes.

I share these observations for two reasons. First, Susan is without a doubt a face-to-face person. Sure, she fires off emails, schedules calls and webinars, and takes or makes phone calls throughout each day, but as she foreshadowed in her first sentence, relationships—especially when she can get in front of a person—are the key to her success in this business.

Second, Susan was a guinea pig for a new Leader Spotlight interview format in that our global company rarely affords this author the luxury of meeting with leaders in person, and Susan’s is the first spotlight to derive from an interview that took place with less than five feet of space between us, and you can feel a LOT of tangible energy in only five feet of space.

The Mom Card

Diving straight in, “As Diamond Director Katie Fredricksen has often said, ‘I, too, was actively disinterested in network marketing’,” Susan unabashedly admitted. “I wasn’t looking for it,” she continued, beginning to paint a picture of her shift from “never” to “now” as it pertains to her views on network marketing. But to truly understand how this mom of more than fifty kids (okay, technically, she has only four children, but she’s personally sponsored fifty-some Lifemax distributors and treats every single one of them with momma cub care) came to be Mila Chick Number One.

Susan’s priorities are clear-cut. “I am the queen nurturer. I have to make sure my friends are ok. I mom my friends all the time.” Anyone who can use the word “mom” as a verb must know a thing or two about being one, and Susan Caray is no exception. Mother to a 13-year old daughter, 11-year old twins, and a 2-year old toddler, this mom-on-the-go is about as busy as she can be. It was important to her that we highlight this point because she frequently hears, “I don’t have time for Lifemax” to which she counters with her personal story. “You can always find time to do what you love. Mila gives me the energy to do it all.”

 

Part Two

Last week, we posted Part One with Susan Caray, and we gave readers a chance to get to know this woman who devotes everything she has to building relationships. Today, we dive in a bit deeper to find out where Susan got her start with Lifemax, and where she’s headed…

How It All Began

It all started many months ago when Susan’s sister-in-law gave her a bag of Mila. “Where I’m a skeptic, she’s the product junkie,” Susan explained. “I was already a healthy eater and I don’t fall for gimmicks, but she looked amazing and I had to bite… ‘What’s that?’ I asked my sister-in-law. She gave me a bag. I didn’t try it. Instead, I gave it to three of my healthy women friends. 100% of them—all three—called me with 911 urgency asking, ‘How do I get more Mila?!’ Others felt this same dramatic effect but were concerned they were undergoing the placebo effect. My response was simply, ‘What’s wrong with that?’” Whether it’s your body or your brain that recognizes the power of Mila, all that matters is that you’re getting this food into your body. But it wasn’t until Susan’s close friend and first enrollee, Janet Keeney—who Susan teasingly referred to as a “walking pharmacy”— incorporated Mila into her daily routine and ditched her drugs that Susan realized, “This was something big.” Without Janet’s “portable pharmacy,” they could finally drive around town, spreading the Mila love, with the convertible top down.

It hit Susan at the 7- to 10-day mark. “I had energy! It was great!” She likened her experience to that of her dad’s the first time he tried the rediscovered food of the ancient Aztecs: “I had a heightened sense of well-being.” Susan went on to describe the experience as “borderline euphoric” and summed up with, “I saw everything so clearly, thanks to Mila.”

The Momentum Builds…

At this point, Susan describes herself as a distributor, but not yet committed. “I realized I needed to get bags out to friends. After that, things happened quickly. All of a sudden, I had five people wanting to sign-up and two hadn’t even tried the product! It was like pushing the easy button.” That’s when things began to take off; Susan would soon find herself engaging new people left and right (binary pun intended), all culminating in what would later be described as explosive growth for this new Lifemax leader.

Individuality Meets the Masses

Each leader we’ve spotlighted brings something unique to the table when it comes to sharing Mila. What they each have in common, though, is that they Follow the System while adding their own touch of personality to the otherwise replicatable equation. Susan’s story is no different, yet her approach is certainly not for the faint at heart. And Susan would soon discover a new-found responsibility to these Mila-lovers as she began to build a following of equally passionate Mila-lovers who would join her pursuit of a crazy new adventure.

Check back next week to find out exactly who the Mila Chicks are and what kind of attitude they have about Lifemax as we post Part Three for your reading pleasure!

The Original Mila Chick

This no-nonsense gal makes it look easy, sporting her own iconic brand and winning big checks at events like the Southeast Regional, but while others delegate certain follow-up tasks or seek to maximize their time by doing large appearances rather than small in-homes, Susan Caray digs her heels in and gets to work. “Obviously, there are challenges,” she admitted. “I do a lot of the minutiae—the little things—and I don’t mind it,” especially when she is helping others build relationships. “But don’t put me in a situation where I’m about to speak at an event, and no one in the audience knows why they are there,” she firmly stated, giving me the impression that she found herself in this situation once—and only once. This leader, just like every other I’ve met in this organization, teaches her team to invite without the slightest hint of trickery or manipulation. Susan pledges honesty and integrity above all and she infects the others with that same philosophy.

The Family of Mila Chicks is Born

But who are these “others”, I wanted to know, and who exactly are these Mila Chicks I’d seen floating around ELEVATE (2010 annual conference) sporting that signature purple tank with bold white letters and a yellow chick? “I set out on my own,” Susan answered as a big smile broke out on her face, “but always had people with me.” It was successful in the beginning but now we have a triple-threat with EAQ 360 Christina Caldwell and Director Elizabeth Talmadge. It feels like Christina has always been here. She’s found a home with the Mila Chicks, and so has Beth, but anyone on our entire team is considered to be a Mila Chick.” What about the guys? Surely the men on this team wouldn’t be caught dead in the ladies tank! “We have plans for them…” she coyly answered. I guess we’ll have to wait and see what the Mila men on her team have in store. (I’m personally hoping for a big reveal at this year’s annual conference, SHINE, in Vegas this October!). Despite their growing number, the Mila Chick bandwagon has room for plenty more, likely because, as Christina puts it, “Susan creates lasting, amazing relationships with people and we have fun together. It’s the environment she creates that makes people want to be with us.”

“We have an attitude!”

Building a Culture

Many Lifemaxers begin their journey being quickly assimilated into a well-functioning team. Leaders Scott & Haley Kelly, Mary & Sara, and Susan & Todd Stuart all tout the strength of their upline that inevitably led them to pursue more for themselves; they were pushed, encouraged, supported, and shown the ropes of the business by true professionals like Diamond Directors Chris & Kim Prefontaine, Katie Fredricksen, and Kimmy Everett. While the hope is that every new enrollee is blessed with that same level of mentorship, some are sponsored into the business by less active distributors. Bucking against all claims that it’s too hard to get started without an active sponsor to hold your hand, Susan Caray shot out of what she refers to as a “black hole” and began rising up through the ranks with one simple formula for success: she found the Sweet Spot.

The Sweet Spot

Mere months after joining Lifemax, Susan Caray was in the zone. “When you’re there, you’re focused. It’s like when a great song comes on the radio and the music makes you mooove,” she said, snapping her fingers and getting down in the chair across from me. Her energy was electrifying; I could almost feel her passion creeping up from my toes. “I call it ‘the Sweet Spot’. That’s how it is for my group. When you have no lines between work and play, you are in the zone.”

So that’s her secret! She truly enjoys what she does so much that she can’t stop herself from doing it. It reminds me of a certain euphoria described in the epic adventure Christopher McDougall chronicles in his national best seller, “Born to Run.” And taking the analogy even further, once Susan found her Sweet Spot, she began sprinting to Global Director—which happened extraordinary fast despite having little binary depth—and never looked back.

Turning Heads from Coast-to-Coast

Meanwhile, coaching from afar and monitoring her binary team tree with care, a California-based Katie Fredricksen was nurturing several of her team members to Global status when she took note of the up-and-coming Susan Caray. Quick to recognize that Susan was on to something, Katie picked up the phone, jumped on a plane, and worked closely with Susan on several big events which generated great results.

Having covered both of these dynamic women in leader spotlights (as well as several other superstars on Katie’s team) it’s apparent that they have a great deal in common; they are natural leaders, people are drawn to them, they are passionate about living life to the fullest, and they both flourish in a community. Just read Katie’s leader spotlight (or have a five-minute conversation with her) and you’ll find all the proof you need. Whether it’s attributable to their like-mindedness or it’s simply a matter of intuition and training, Katie instinctively knew when to step in and support Susan such as when she invited Susan to participate in a momentum-driving 90-day sprint call that offered a climate for sharing and group encouragement. “It was a chance to set some lofty goals which helped me hit Executive Director,” which she did in a mere four months, “and Global Director” which she hit three months later.

Of course, Katie also knew when to simply sit back and admire Susan’s fire. The key takeaway here is that, while having an active, involved sponsor certainly can help, it’s not a necessity in the formula for success. Furthermore, with such excellent leadership in the Lifemax family, you’re sure to have someone in your upline take notice of you, as Katie did for Susan, and provide all the coaching, goal-setting, and support you need.

Next week will mark our final spotlight post in this five-week series on Susan Caray, but before we close it out, we’ll dive into the nitty-gritty of COMP PLAN. Not surprisingly, Susan has a simple approach for understanding what needs to be understood and sharing the facts with her team as she constantly reassesses her Lifemax WHY. Don’t miss Part Five next week right here on mylifemax.net.

A Student of the Business

As much as her success is attributable to her people skills, equal credit should be given to the hard work Susan put into learning the business. “I know a lot about our comp plan,” she stated, and then, without taking a breath, she continued, “How? I read it.” I took special note of her matter-of-fact-ness because we at the Home Office often receive questions about the comp plan from distributors who have not yet read the Lifemax Compensation Plan Narrative. (If you haven’t yet had the chance, now’s a good time as any to dig in!)

”I developed ‘the tree mind,’” Susan continued. “As you progress in the business, you realize how it works, and it’s not that complicated. My financial planner looked at my business and said, ‘Susan, you just created wealth regeneration!’” Key takeaway: it pays—literally—to do your homework.

Forget about Money to Make Money

Though she has a good understanding of the compensation plan, Susan uses her knowledge to make smart decisions as she builds her business, yet she never loses sight of her top priorities; sure, she’s a top earner, but that’s never been her top goal. This popped up as a recurring theme in our lengthy chat, and it was a point Susan wanted to stress. “I run this business with a focus on building relationships, dealing honestly, conveying passion, and oozing authenticity and transparency. I’m all about helping others. And you know what? It comes back to you in every way; financially, emotionally. My approach is non-threatening. It’s a conversation. It’s an exchange of ideas and life experiences. There’s no hard sell. Mila speaks for itself. Just let it work, listen a little bit, and it comes back. It really does.”

Don’t Be Afraid to
Redefine Your WHY

Before wrapping up this spotlight, we wanted to address the importance of that all-important initial step each distributor takes when they make the decision to join this business: Determining Your WHY. While each of the leaders we’ve interviewed shared a compelling reason for getting involved, Susan is the first to have boldly divulged, “My WHY has changed so many times in this process.” The Mila Chicks’ group cause is autism. From organized autism walks to fundraising and exhibitions, the Chicks have shared Mila with as many moms and dads as possible, and this endeavor fuels the team to expose the irrefutable benefits of Mila far and wide. Their passion is simply contagious.

Even Susan’s family has been infected. “My mom tells me that what I’m doing right now is so important. My husband is not only supportive; he’s introducing everyone he knows to Mila as well. Even our twins high-five when they see distributors, such as their fifth-grade teacher, hitting new ranks and truly making a life change. Sometimes, we just look at each other and ask, ‘Is this for real?’ There is something higher at work here. I know that. Other than my children, this is the most fulfilling thing I’ve done in my life.”

“I’m looking for balance in my life…”

“It doesn’t have to be your twin sister; anyone you like and respect could be the right match.”

Get Out Your Hat Rack

 You’ve no doubt heard this piece of advice as a Lifemax Independent Distributor. While searching for that delicate balance in life (which we discussed in our first post with the twins), you should be prepared to play several different roles as a business owner. Sara and Mary, for example, wear many hats in their lives. This week, we explore their world while delivering practical tips for following in their success.

Chief among Mary and Sara’s most precious responsibilities is the Mom role, though they also balance the jobs of wife, chef, culinary consultant, and author of 8 cookbooks. “Our goal for the year,” they shared, “is to be wildly successful while being present with our family.” For the twins, this means they have learned to multi-task less by becoming more laser-focused on revenue-producing activities.

”Mary and I really made a concerted effort for time-blocking. For me, it’s been essential in this business as it relates to productivity. I’m now more disciplined with my time. I shut the door when I’m working on my Lifemax business so I am NOT DISTRACTED by the rest of life.” Sara strongly agreed, adding, “I believe that if you’re multi-tasking, it dilutes your…” and in true twin form, Mary completed the sentence with, “…your ability to be effective.” Well-said, twins!

Consistency is King

Not only is it important to dedicate sufficient time to your Lifemax business, but you also need to work your business consistently, meaning that you should be putting in time—even if only a little bit—as many days during the week as you possibly can. Mary defines consistency in this context as “making sure you perform the same patterns of activity every day.” “In the beginning,” she admitted, “I was more sporadic. Now, I get into a rhythm.” Mary went on to provide the example that if you only have five hours per week to dedicate to your Lifemax business, you should try to get a highly productive hour out of each weekday rather than saving a full 5-hour chunk of work for your busy weekend. The twins strongly encourage distributors to make your time-blocking automatic, which Sara likens to personal habits we find routine, or automatic, such as brushing your teeth. “Because I consistently spend time on my Lifemax business each day,” Sara explains, “I live and breathe it, so when I’m at [my kid’s] school and run into one of the moms, MILA is on my mind, and I can easily start up a conversation about it. Sharing the product and opportunity simply becomes second nature.”

A Practical Approach to Dealing with Life’s Distractions

”In this day and age,” Mary said, “Someone is texting you, Skype-ing you, emailing you all the time. It’s hard to put all of this aside and focus, but you have to remove the excess clutter…” [Sara added, “And the noise!”]. The twins then proceeded to carefully distinguish between merely being productive and actually staying on task. Being productive means they are checking off “life-list” items that must get done, such as paying bills, folding laundry, going to the grocery store, or pruning in the garden. If undisciplined, these sorts of chores can easily consume an entire day, but time-blocking and focusing on revenue-producing activities is what is a successful distributor should strive to do. (In a later conversation, and in true twin fashion, Mary and Sara added, “Now, this doesn’t mean that you can’t talk to the dry cleaner receptionist about Mila when you are picking up your clothes!” Good point, ladies!)

Being productive is typically considered to be a good thing, and yet they clearly differentiate between productivity and staying on-task, by which they mean staying laser-focused on Lifemax activities and saying “NOT NOW” to the gardening and lunch-packing during those hours earmarked specifically for Lifemax business-related tasks. These two took the time to essentially perform an audit of their daily lives and realized they were being productive most of the time, but yet weren’t making enough progress in their Lifemax business. Consequently, they’ve had a major shift and now insist on staying on-task during Lifemax hours, and they strongly recommend you learn from their lesson!

 

As we move into our third week spotlighting Sara and Mary, it’s hard to imagine these ladies having any trouble sharing Mila. They sure do make this business look easy, don’t they? Next week, we’ll dig into some of the obstacles they’ve encountered and they’ll share usable tips you can apply to overcome similar roadblocks, but for now, it’s time to find out how they attract others into this business with the goodness of nature’s most perfect whole, raw food: Mila!

“There are NO BOUNDARIES for Mila!”

“It’s most important to come across as genuine and authentic.”

“It’s about eating healthy and clean living.”

Throughout the leader spotlights we’ve produced, we’ve often addressed how distributors find a way to transition from a typical “day job” to building a Lifemax business. In our fourth and final Mary & Sara post, the twins reveal the truth about how a single shift in attitude ultimately delivered them into the holy grail of true independent business ownership.

 

The Transition

When Mary and Sara initially began to transition from cookbook authorship to their newfound life at Lifemax, Sara reports that, “I had to tell people I was involved in MLM (multi-level marketing) and, truthfully, I would get a lump in my throat because I was embarrassed! Over time, however, we’ve learned so much, we’ve become students of the industry, and now I’m as passionate about the network marketing business model as I am about the product. It’s really deepened my belief. Becoming a student of the industry has been paramount. When you get a dry throat over [the topic of ‘opportunity’], you’re not going to attract people. You have to come from a place of abundance; not hesitation.”

How They Got Started

If you haven’t figured it out by now, Mary and Sara shoot from the hip as is evidenced in Mary’s simple metaphor: “People are just like dogs! They can SMELL your fear!” After a giggle and nod of agreement, Sara added that people “sense vulnerability and your lack of commitment.” The two strongly advocated that each distributor “gain the convictions you need to project enthusiasm with authenticity. We have created a community of success-minded, health-minded people,” and then almost in unison, “People want to be a part of that.” Admittedly, these ladies both agree that it takes time to create that community, but “it’s about hanging in there when the going gets tough. It’s about believing in yourself and the product.” Mary insists that, “You have to keep educating yourself,” while Sara cautiously adds, “it’s just the beginning, but that’s the most exciting part.”

Blowing Through Your Own Obstacles

Hard as it is to believe, Mary once feared speaking in public. A year ago, neither of these ladies had a smart phone as Mary admits, “All we knew how to do on a computer was write books.” Becoming students of the industry—and developing a deep-seated passion for the product, the Mila community, the Lifemax World Vision, and the unique network marketing business model—has deepened Mary and Sara’s belief and unequivocally set them up for success. Having pushed through their fears, Mary now believes “all of this learning is so empowering! I’m stronger, more effervescent, and more attractive for it,” to which Sara added the exclamation point with a simple, but hearty, “yeah!”

Going Global

As Mary and Sara describe it, the road to Global Director was, well, less of a road, and more of a tractor-plowed pathway ready for the fruitful seeds of success to be planted. To the twins, the journey was analogous in many ways to a farmer’s investment in a quality crop. As Sara described her long-term approach to how she handles this business, “We are sprinkling Mila seeds now for a harvest down the road.”

Mary began to respond with, “My mama…” but was quickly interrupted by Sister Sara who sarcastically squealed, “YOUR mama?!” And then, after the laughter from all three of us subsided, “…OUR mama,” Mary quickly clarified, “once asked me what I was doing with this business, so I told her I was a farmer. Now when asked, ‘what do you do?’ I simply answer, ‘I’m an antioxidant dealer.’” She went on to explain that, “We can’t take it personally when people say ‘no’; we can’t berate ourselves.” Instead, the twins identify with the long-term strategic thinking of a farmer who spends the necessary amount of time to till the ground, plant the harvest, cultivate it over time, and harvest the fruits of their labor when ready. “There’s an ebb and flow to this business,” explained Sara. “Persistence and patience are a must. I do NOT like to be pushy. Remember, it’s all about relationships; they are the glue to it all. The more prospects you have in the funnel, the less painful it is when you hear a ‘no’. If you have planted enough seeds, you’re not as preoccupied with radio silence. At the end of the day, energy attracts energy, so the more you plant, the more comfortable you become with exercising patience!” And that’s exactly how they handle this business.

 

Yes, we know. We promised a four-part series, but when you’re dealing with DOUBLE, you’ve got to be prepared for twice as much of…well…EVERYTHING! So before we bid adieu to our classically French-trained culinary experts, we will reveal a few of Mary and Sara’s parting secrets, Q & A style, to help you build a business with TWICE the reward you ever hoped to achieve.

In-homes! In- homes?

“We love in-homes. No meeting is too small! Meeting with your prospect face-to-face (or a phone call, if you’re distance-challenged) is the golden standard.” —Sara Whiteford

Leadership Calls. Are you IN or OUT?

IN! “Leadership calls are so important. In fact, the community is of utmost importance, and leadership calls are a great way to learn while connecting. Remember Adler’s mantra, “attract, don’t chase.”—Mary Barber

Jordan Jordan Adler Adler – Favorite Concepts?

“There are two philosophies of Adler’s that resonate so well with us. The first is that relationships are the glue to this business. The second mantra is, ‘attract, don’t chase.’” —Sara Whiteford…uh…or Mary Barber (It was definitely one of them!)

What Is Most Appealing to You about Lifemax’s World Vision?

“We feel so aligned with the company. This vision fuels us every day. We love empowering people, supporting people, and knowing that Mila supports so many impoverished communities. Mary and I both agree that while personal success is fulfilling, it’s even more fulfilling to help others create his/her own success. We are rooting for our distributors. Collective success is so powerful.”—Sara Whiteford

Ever Make an Appearance in a Wrigley’s Doublemint® Gum Commercial?

Um, no. (Had to ask, though, right?!)

How Can We Learn More About You (Both!)?

Visit the Thymes Two website: http://maryandsara.com
Taste-test the Oprah smoothie: http://www.oprah.com/food/Greek-Goddess-Smoothie
Watch the Super-Charged video: http://www.youtube.com/user/ChronicleBooks#p/a/u/0/8kSS-XPm5Fg

So You’ve Hit Global. What Drives You Now?

“Mary and I did a biz opp for ONE PERSON whose single goal was to provide a better life for her daughter. She was deeply committed to this goal, and since then, we’ve developed a beautiful relationship. I was doing cartwheels in my kitchen when she signed up her first gold distributor. When she got that gold, it was better than hitting global.” Mary added, “I couldn’t sleep that night! Seeing our distributors succeed is so important! We’re prospering from their prosperity—it’s all circular—but I genuinely love witnessing downline success as much as my own. At the end of the day, we’re all trying to help people which ultimately helps ourselves.” “Yeah,” Sara agreed, “I think empowering people to change their health and wealth empowers them which empowers me. I barrel out of bed on that note! That really drives me.” —The Thymes Two Twins

“I’m constantly thinking about the diamonds in the rough.”

Part Two with the Stuarts!

As promised, we are ready to dive deeper into the story behind how our new Global Directors, Todd and Susan Stuart, grow their business without letting it “fall flat on its face!” In our second of four posts on this power couple, we’ll ask two of the toughest questions yet. Will the secrets they reveal inspire you to build a bigger business? There’s only one way to tell…

Talk to us about working together. Do you hold each other accountable in this business?

“We’re holding on, holding strong, and holding each other accountable,” said Todd, which got a chuckle out of Susan and me. “Todd’s right,” Susan said, picking up where her husband left off, “Early on, Todd and I saw our legacy to be two-fold; we were a husband and wife team, and we were starting our own small business to seek out—and reach out to—other couples to teach them how to do the same. Having a partner in the business makes it a lot more fun and easier to be successful.” Susan remembers exactly how she came to learn this valuable piece of advice: “Mary and Sara (Susan’s cousins who are also Lifemax Independent Distributors) spoke on a Go Diamond call about accountability partners and that’s why I grabbed Todd and said, ‘You’re going to do this with me.’”

But the Stuarts issue fair warning to couples who join this business and are seeking out a Lifemax accountability partner: “Don’t choose the person you’re sitting on the couch with!” They went on to explain that they work together as a team and certainly hold each other accountable to the extent that any married couple could, but that reaching outside of your marriage to find another accountability partner is the right move.

What’s the best decision you’ve made for your business since becoming a distributor?

“Hire someone to do what you’re not good at,” Susan answered without missing a beat, “so you can focus on what you ARE good at!” Todd and Susan quickly agreed that the best decision they’ve made so far in this business (and trust me, they’ve made a LOT of good decisions so far) was hiring Carrie Lucado. “Minutiae is not my thing,” admitted Susan. “My children and my family come first. I had to delegate efficiently in order to continue the quality of life I had with my family, and Carrie was the solution.” Carrie, who had a personal relationship with the Stuart family before they were introduced to Lifemax, began using her babysitting money to purchase a bag of MILA once she had her first taste of this superfood. Since then, she’s worked more and more closely with the Stuarts to help with business administration, accounting, and providing follow-up with new distributors and prospects which is so important. This has not only helped her to build her own distributorship, but also frees up Susan and Todd to continue high-level training, events, and growing their business. “Fostering Carrie’s success is something we are passionate about,” shared Susan, “and without her, our business would fall flat on its face.”

Be sure to check mylifemax.net next Wednesday when we post the third of four posts in this Leader Spotlight which will address prospecting, tapping into upline leadership, and mentoring downline team members.

Part Three with the Stuarts!

Sandwiched between her cousins Sara Whiteford and Mary Barber (and proudly sharing the same newly achieved title of Global Director), this beaming southern belle, Susan, and her beau, Todd, will address the hot topics of prospecting, tapping into upline leadership, and mentoring downline team members in this week’s Leader Spotlight.

You mentioned reaching out to couples in an earlier question. Who else do you specifically seek out?

“We love meeting new people, finding out who they are, what they do, and what they want! Do they regularly exercise? Are they entrepreneurial? What are their interests? We like to peel the layers back, find common interests, and bring Mila into the conversation organically.” There is a great deal of strategy that goes into the Stuart family’s prospecting plans (which has worked wonders on business professionals from police officers to veterinarians to athletes and beyond). “We brainstorm a lot with respect to individuals or markets where we think MILA has a nice fit,” explained Susan. “You have to get out of your own sphere of influence and play in other sandboxes. Having a simple conversation with someone, finding out who they are and what they do, and introducing them to Mila and Lifemax just becomes automatic.”

Where should new distributors turn for help getting started in this business?

“Tap into your upline,” Susan exclaimed. The Stuarts have had great success in reaching up to top leadership, and they’ve been pleasantly surprised with how accessible the top earners in this company have made themselves to anyone needing help. Not only are leaders a great resource for help in getting started, but they are an excellent source for behavior modeling as Susan points out that, “You can become a leader and place your mark on Lifemax yourself because this company is looking for break-out superstars, rising stars, and the usual leadership traits found in the network marketing books we’ve read.”

If new distributors should turn to their upline, what should leaders do for their downline?

“Susan and I have a real desire to do everything we can to make our distributors and their teams successful,” said Todd. “Keeping the lines of communication open is so important. Follow-up is so important. We try to do our best to make sure our team has the best chance they can possibly have at success in their business as long as they put in the effort. It’s a minimum two to three year commitment.”

What kind of approach works best for you?

The Stuarts have grown to love Mila and the business they share together so much that approaching prospective customers and distributors is a daily routine. Nine months in the business, they now reach out to anyone and everyone whenever possible to introduce Mila and their whole raw food business. When asked what line of work they’re in, the simple reply is, “Our ‘real jobs’ are practicing law and engineering, but our ‘fun job’ is our whole raw food business.” Todd laughed as he recounted, “Susan almost ran into a cop one day, and the next thing you know, he had a Mila brochure and DVD in his hand before they parted.” Even more important than the approach, however, is the takeaway. “When asked, ‘Where can I get more of that?’ we simply say, “We’ll get it for you.” The relationship is born, the Mila is being shared, and the business opportunity will soon follow.

Come on back for a wrap-up on the Stuarts next Wednesday! Susan will explain why ‘Come if you want to’ just doesn’t work, and Todd will…pump your gas?! Hmm…you might want to tune in to find out what that means! Don’t miss Part Four with the Stuarts!

Part Four with the Stuarts!

This beautiful family looks like they are ready to take the world by storm, don’t they? Global Directors Susan and Todd Stuart are ready to wrap-up their four-week Leader Spotlight by providing you with a practical plan to make the most of events, success tips for getting the most enjoyment out of your Lifemax business, and a few shout-outs for good measure. Take it away, Stuarts!

You make it look easy, but what challenges do you face in this business?

The Stuarts confess to never being completely satisfied; their work is never done. “There’s always more you can do—more prospecting, more training—so there is never that sense of completion,” Susan explained. “Diamond Director Katie Fredricksen’s 90-day sprint call has taught me to have action-oriented/task-oriented goals rather than measuring success by end results alone, because end results are out of your control. To have that sense of accomplishment makes me happy so that I can feel like I’m doing what I’m supposed to, I’m reaching my goals, and I don’t have to beat myself up.” Todd, a man who puts people at ease with his warm, light-hearted humor, quipped, “My goal for this week is to find someone to approach with ‘Can I pump your gas and tell you about Mila?’” Humor aside, that’s exactly how Susan and Todd handle this business. They’ll talk to anyone, they’ll make friends with everyone, and they stick to their goals. Susan’s goal-setting formula? Each day, she reaches out to three new prospects, follows up with two or more from the previous week, places one downline call, and rounds out the day by dropping three reminders on upcoming event attendees to ensure they show up.

On that note, can you tell us more about driving event attendance?

Susan and Todd have a simple formula for increasing event attendance. “‘Come if you want to’ just doesn’t work; people need a process to sink their teeth into,” said Susan. “Each person we invite to our next event receives a Save the Date call, a flyer with a hand-written note in the mail, and a text or email the day before the event. It’s simple, but it works. It shows we want that person to be there and their attendance matters to us.”

Can you share any additional success tips for our readers?

“Include your children in the business,” the Stuarts suggested. “It doesn’t take away from time with [Sally, 10 and Henry, 7] when you simply include them!” Todd also suggested having a “pointed, focused attention; no crazy multi-tasking but instead, deeper, more productive, more focused work.” And both Todd and Susan wanted to be sure to add, “Don’t pre-judge!” That particular tidbit of advice was a recurring theme throughout the interview, and as is evidenced in the anecdotes above (from cops to carwashes and everywhere in between), you just never know who might be interested in joining you to Change the Health and Wealth of the World.

Shout-outs!

The Stuarts asked to give a shout-out to a few Lifemax leaders (Diamond Directors Chris Prefontaine and Katie Fredricksen, Global Directors Rachel Garcia, Mary Barber, and Sara Whiteford), to Carrie Lucado, our Lifemax Founders, and the Home Office team.

“I feel a moral obligation to do what I’m doing.”

“Tenacity is the difference between winning and losing.”

“The whole industry is different, and it’s just because of what I didn’t know!”

“I can’t imagine life without it.”

Meet the Kellys: Part II

As promised, here is the second of three posts on the Kelly Family! Today, Scott and Haley Kelly–this month’s Lifemax Leader Spotlight couple–peel back the layers of success they’re currently experiencing to show some of the learning processes they went through to get them this far. Told only as this power couple can tell it, this week’s post shares interesting tips, resources, and lessons learned from their first few months of getting started with Lifemax.

The Jump

Having been chia fans since the early 2000s, Scott and Haley quickly recognized a powerful difference between Mila and regular chia which is what prompted them to get interested in Lifemax and the business model, but it was by no means a given that they would become network marketers overnight. As Haley recounts the story, “Scott is always brainstorming new ideas to enhance our business, but I sat there with my arms and legs crossed thinking, ‘Are you kidding me?’” The Kelly family’s plates were already full with two small children and a thriving business!

“The more we discussed it, the more I realized this was something to explore, something we could be good at,” says Haley. “As I started to investigate it,” adds Scott, “I realized [this opportunity] could help with our life goals— to impact people’s health on a global level. Through workshops and teaching, we’ve been doing this for years, but it didn’t take long to see that Mila could be a strong vehicle; the quality was so much greater than anything I had ever experienced before.” Haley finishes with, “that’s when we decided to jump in.”

The Search for Success

Explaining the momentum that quickly followed their decision to join, Scott says, “It comes down to a couple things. It was the right timing, our ‘WHY’ was very powerful, and we had no doubt, no apprehension. We quickly jumped in with two feet and followed Lifemax Diamond Directors and top leaders Chris Prefontaine and Kimmy Everett. We put ourselves in their back pocket and followed their lead.”

Scott and Haley credit their quick success to being products of The System, saying, “We didn’t have time to reinvent anything, and we knew if we were going to do this, we had to plug into The System. The industry standard is to plug in and duplicate. And as Chris Prefontaine said from the start, ‘There’s a system in place. Follow The System, and I’ll coach you weekly.’” Scott and Haley did just as directed.

Though the Kellys give a huge, humble nod to leadership, they have put countless hours into learning the ropes themselves, becoming students of the industry and reading every recommended book they could get their hands on, such as Jordan Adler’s Beach Money, Robert Kiyosaki’s The Business of the 21st Century, Mark and Rene Reid Yarnell’s, Your First Year in Network Marketing, and Tim Ferriss’ The 4-Hour Workweek. Haley, admitting she’s come a long way since she used to figuratively “throw up on people” when introducing the opportunity, now hones her skills while listening to the weekly Go Diamond calls as she bikes to work, referring to them as “bucket-filling.” They also follow the teachings of network marketing masters Todd Falcone and Todd Smith. “Those are things we were exposed to immediately,” says Scott. “It’s so fascinating to find what it takes to be successful. Being ‘you focused’ and helping, leading, and serving your team—these are remarkable skills that, once developed, can be taken anywhere you want in life. The more I read about network marketing, the more I see how it applies to becoming successful in life itself.”

The Approach

The Kelly’s approach to network marketing shares strong similarities with the whole, well-rounded way in which they’ve conducted their wellness business over the last 18 years. From early on in his career, Scott knew better than to focus on only one aspect of his patients’ health; results were limited, and people didn’t get better. Instead, he began looking at the structural side of things to understand how a glitch in the toe can make the back hurt. His strategy has long-since been to keep pulling the lens back to find out what it takes to create health, and he’s determined that it’s a combination of what people put in their bodies, exercise, values and beliefs. Regardless of their physical health, Scott says he’s found that “people who don’t believe they can get well simply DON’T GET WELL.” That’s why his practice, Rebound Health and Performance Center, focuses on putting all wellness aspects together, offering nutritional tools, exercise, and life coaching. “We help people balance their hormones, and we work to improve everything from their immune system, digestion, and detoxification, to their emotional and structural balance,” says Scott.

With so much wellness experience, it’s no surprise that Scott has a long list of educational credentials following his name, but when asked why he doesn’t identify himself by using them, the couple shared a private giggle, and then Scott simply replied, “The letters after my name are for those that think they matter. For me, it’s about sharing resources with people. That is what is most important in my life.”

“When I’m speaking to someone outside of my office about Rebound,” says Scott, “I first have to understand who they are and what their needs are before I can offer them a resource. Now, we have applied that same concept to our Lifemax business. We’ve learned never to pre-judge, but rather to have a conversation about where a resource like Lifemax and Mila can be applied. Then, we just let the conversation flow from there. Understanding someone’s needs and then providing a resource starts with the ears. That’s when you get a sense of that energy exchange. It comes down to listening and being present.”

One can easily see how resource sharing and the Kelly’s approach to whole body treatment easily ties in to the Lifemax business model and the mantra of changing health and wealth, but the similarities don’t stop there. The Kelly’s final step to wellness is to build a team around their patients so if something is beyond Scott’s scope, they have a team with other practitioners in place. Not surprisingly, they put just as much emphasis on their team in their Lifemax distributorship. “It’s about giving to help others and to receive from others,” says Haley.

Meet the Kellys: Part III

This is the third and final post from December’s Leadership Spotlight on the Kelly Family. We have already heard them explain the paradigm shift they themselves experienced, as well as the shift they seek to share with everyone they meet. They’ve also shared the similarities between their approach to business both in and beyond their involvement in Lifemax. Now, let’s take a look at what makes this family tick, the sacrifices they’ve made to get this far, and their plans for the future.

The Power Partnership

Perhaps more than any other factor contributing to this couple’s success story is their partnership with one another. As Scott describes their relationship, “Haley and I have been a life-long project!” The couple has known each other since they were eight years old, but they didn’t get together until 2000. “There is no way we would be where we are if I was doing this by myself,” admits Scott. “There’s a synergy we have together; we honor each others’ strengths and use them to grow our business and to lead a team.”

The Kelly’s choice to build this business together was no accident. “As I began studying,” Scott explains, “I noticed that the people in the industry having greatest success were couples. Looking back over the past few months, nothing has been more rewarding for me than to see how Haley has grown in this business and is now leading this fantastic group of people. It’s an amazing relationship-builder and a personal growth-builder for everyone.” Haley, finishing Scott’s sentence, adds, “And it’s fun!” With a background in corporate sales and an education in interpersonal communication, Haley enjoys the business because, “it’s all about people.” According to her, “We work really well together, and while that’s difficult for many, we make a good team. In fact, we were a good team until Lifemax came along, and now we’re a great team. We complement each other with our strengths, and we wouldn’t be the same—it wouldn’t be as powerful—if we were doing this alone. I think that’s what has made us so successful so quickly.”

The Sacrifice

One prospective distributor objection the Kellys have faced many times is, “I don’t have time!” It’s an all-too-familiar complaint that they themselves faced when they made the decision to get involved with Lifemax. “We didn’t have time either,” says Scott, “So we took a hard look at our inefficiencies and ‘time leaks’. We knew Lifemax had to become part of our lives, so we literally sat down and created a schedule.” The Kellys cite time blocking as a very helpful tool which allowed them to set aside time for the three most important things in their lives: Lifemax, Rebound, and family. “Time blocking helped us put the blinders on,” says Scott, “And now with Lifemax and Mila, we have created more time than we’ve ever had.” Scott and Haley started with only one-to-two hours a day, but they made those hours powerful and focused, and now the couple proudly reports, “We gave up a little bit of sleep, and we gave up inefficiency. Now, we’ve leveraged our time and expect that to only get better.”

The Kellys enjoy helping people understand, as Scott puts it, that “Not having time is only a belief. If your ‘WHY’ is strong enough, time is created. We love that about this business. It has enabled us to do things we never imagined.” Haley agrees and adds, “I truly believe 100% we have a gift to share. People can take it or leave it, but if I don’t share it, I almost feel guilty.”

The Family Affair

As is customary for many Lifemaxers, the Kelly family considers this opportunity to be a family affair. “People have asked if we envision our boys being in the business,” says Scott. “I wish I understood the power of this business years ago!”

Scott continues, “If I could offer one piece of advice to my kids, it would be to look at the power of this business model. It’s so much bigger than yourself and, to be successful, you have to have fantastic leadership and communication skills, you have to build rapport and relationships, and you have to know how people work. Those are the skills and qualities that build amazing world leaders and paradigm-shifters. If people could understand what’s behind the curtain of network marketing, they would be more open to taking a look at this opportunity. I would definitely encourage my kids to be a part of this.”

With big hearts, eager minds, and unending opportunity in front of them, the Kelly family is looking forward to enjoying their holiday season in true Lifemax style: with friends, family, and a whole lot of Mila.