Create A Unified System... Part 1
Hello, everyone. This is Jerry Clark welcoming you to another issue of Power Tips, your regular dose of energy and power. And let me tell you, we've got some exciting information for you today. We're sitting here somewhere in the Bahamas, I'm not sure whereabouts in the Bahamas, but somewhere in the Bahamas, and I have one of the top networkers in the entire industry, Mr. Dale Calvert, here with me today and he's going to share some information with you that will definitely set you up to take your business to the next level.
Dale got started in network marketing back in 1980. He's married to a lovely young lady for over 17 years as a matter of fact. He got married in 1982. They have three lovely children and they live in
INTERVIEW
JERRY DRHINO
Dale, we appreciate you being on the program with us today.
DALE CALVERT:
My pleasure. My pleasure.
JERRY DRHINO
Dale, let me ask you this. Obviously you just didn't step out of your mother's womb and decide to be a network marketer.
DALE CALVERT:
That's right.
JERRY DRHINO
I mean, how did this process happen? How did network marketing come into your life?
DALE CALVERT:
I got a good job in corporate
JERRY DRHINO
Okay, so you followed the recipe.
DALE CALVERT:
Right, everybody told me--my parents, relatives, friends--working at IBM. And after being there a couple of years, I got a couple of quick promotions and I got myself to a situation where I'm basically waiting for someone to retire or die.
JERRY DRHINO
Right.
DALE CALVERT:
And I started looking for a business to get involved with and looked at several traditional business and I had a gentleman come up to me one day at work and ask me where I was going to be in five years if I kept doing what I was doing. He handed me a tape about a network marketing company, and that was kind of my introduction. I started listening to those tapes, actually for several months.
JERRY DRHINO
Before you did anything.
DALE CALVERT:
Before I even got started, because I was into Zig Ziglar at the time and a lot of motivational tapes, anyway.
JERRY DRHINO
Oh, okay. So you knew about personal development.
DALE CALVERT:
Right.
JERRY DRHINO
Okay.
DALE CALVERT:
I actually did not get involved with that company, but I got involved with another company shortly after, probably seven months later.
JERRY DRHINO
Really? And did you go up to the top in the first six months.
DALE CALVERT:
Uh, no. Struggle.
JERRY DRHINO
It was a struggle?
DALE CALVERT:
Big time.
JERRY DRHINO
Tell us about some of the struggles that you had and how did you overcome some of those struggles?
DALE CALVERT:
My age--
JERRY DRHINO
Oh, your age?
DALE CALVERT:
--was somewhat of a factor.
JERRY DRHINO
Just because you were young, obviously. Very young.
DALE CALVERT:
Right. And we got started ignorance on fire. I had some initial success. Starting sponsoring people and retailing product, but it was just based upon excitement. Eventually my whole group started dwindling apart and after three years in this industry, my wife and I decided we needed to get all of our serious people together and have a meeting and kind of recommit and refocus, and we called the meeting together and two people showed up, which was her and I.
JERRY DRHINO
Those were the serious and committed people?
DALE CALVERT:
That's right.
JERRY DRHINO
So you had a booming organization, huh?
DALE CALVERT:
Yes, it was unbelievable.
JERRY DRHINO
A lot of leadership going on, huh?
DALE CALVERT:
Yeah, right, those first three years. But it was shortly after that that we did put together our first what we called unified system, and from that point, the next year, after three years of just struggle, the next year we were award winners in the company and the next year we were in the top 1 percent for recruiting and training, so things started happening. But the first three years, most people would have quit a thousand times.
JERRY DRHINO
Right. Exactly.
DALE CALVERT:
Most people in this industry, unfortunately, quit too soon.
JERRY DRHINO
That's right. Now, why didn't you guys quit, though? I mean, there was every reason to quit, right?
DALE CALVERT:
Right. Absolutely.
JERRY DRHINO
Why didn't you guys quit?
DALE CALVERT:
I had no choice. I mean it was 40 years building somebody else's dream or persist in an industry that I knew would work. I knew other people had done it, and I knew the problem was not the industry, the problem was me or the person staring me back in the mirror. So I was growing, I was learning. I knew I was getting a little bit better, a little bit better, and I knew if I just persisted, I could develop the skills and attitudes that others had developed to create the success that they've created.
JERRY DRHINO
So do you feel that over that first three years, it was a lot of the personal growth that you went through that got you in the situation to start thinking differently and to really be able to attract this unified system that I want to talk about in just a moment here. Do you think that had anything to do with it? I mean, did you keep reading the books and listening to the tapes and all this stuff that we all talk about that people are tired of hearing, aren't you?
DALE CALVERT:
I was in a situation with my job that I could listen to audio tapes eight hours a day every day.
JERRY DRHINO
Is that right?
DALE CALVERT:
Headphones. I wore a Walkman eight hours a day for three years.
JERRY DRHINO
Is that right?
DALE CALVERT:
Yes.
JERRY DRHINO
So you were getting all the good stuff going in.
DALE CALVERT:
Right. Every weekend I was going, if there was a speaker within driving distance, I'm there. I'm reading the books and absolutely without that I wouldnt be in the
JERRY DRHINO
And it's beautiful sweet, by the way. I walked in here and said, man, I could put about five of my cabins in here.
DALE CALVERT:
Yeah, it's nice.
JERRY DRHINO
Beautiful. So let me ask you this, then. You were talking about this unified system that you put together and then from there, things took off.
DALE CALVERT:
Right.
JERRY DRHINO
Tell us a little bit about this unified system.
DALE CALVERT:
It's really the core to my belief as far as this industry. I believe it is a McDonald's type approach. I mean, you walk into McDonald's, where's the French frier?
JERRY DRHINO
On the left.
DALE CALVERT:
Always.
JERRY DRHINO
Right. Exactly. I can visualize it.
DALE CALVERT:
That's right. That's right.
JERRY DRHINO
I can see where the milkshake machine is on the right, you know. I can see everything. Right.
DALE CALVERT:
Think about it. Multimillion dollar businesses being run by teenagers.
JERRY DRHINO
That's true.
DALE CALVERT:
But why? Because it's so unified, it's so duplicatable. They always ask the same questions. Do you want fries with that?
JERRY DRHINO
That's right. You want to supersize it?
DALE CALVERT:
That's right. Absolutely. So it's taking that type of approach to this industry and to you organization is what we did. I think that in this industry, typically a lot of people spend a lot of their time running around the country within their own companies trying to figure out what are you getting that I'm not getting.
JERRY DRHINO
Right.
DALE CALVERT:
And when you put together a unified system that everybody's on the same page, they're being taught the same way to retail the product, they're being taught the same way to recruit their new distributors, it creates a strength and a power and it gives people confidence.
JERRY DRHINO
Right.
DALE CALVERT:
So that first system was just after listening to all these tapes for three years, I started to realize that all the top organizations within that particular company, they were all using the same presentation and they were using the same flip charts. You know, this was before videotapes.
JERRY DRHINO
Oh, okay. Right. I see.
DALE CALVERT:
But I started looking at the organizations and all the top organizations were all unified. Now, that company, there was 25 different one-on-one presentations that you could sit down and do at the coffee shop.
JERRY DRHINO
Okay.
DALE CALVERT:
But all the top organizations, all of their people were using this same presentation. So I started to understand that whole concept of unity within a group, and once I did, I put together our first system and it was just unbelievable. The turnaround happened almost immediately from that point on.
JERRY DRHINO
Well, give me an example of the turnaround. I want an example of the turnaround, but first I also want everyone to understand that you modeled the success of the organizations and groups and distributorships that were getting the type of results that you desired.
End of Part 1... Go to Part 2 to Continue this Interview...