A VIP way of treating your customers

Last Update: December 20, 2014

Since The Russian who hates vodka wrote a VERY inspiring blog post, this is from a life-changing network marketing story.

The approach

Many people have the thinking that "My idea is going to change the world because people will buy from me." Nice try, but that thinking sucks. Or rather, steals.

The idea that people will want to buy is pointless unless you provide a reason to buy. You cannot provide a reason to buy unless you have a story.

Each person has a story. Each person has been put down at some point and as a result, a cancer of doubt has begun to grow. Most would say "I'm fine", but in reality, they look a bit like this.

They try to maintain that they are okay. How willing do you suppose a broken person will want to buy anything from you when what they have tried leaves them broken?

Life changing event

I was a teenager when my mom was heavily investing in MLM companies. She understood the process of network marketing and tried her best to work. In everything that she did, she was able to build up a small base of customers. It got her a few checks. It even promoted her in her business to where she got to go to a National Convention. She could take 3 people with her. She took my dad, her brother Aaron, and I.

It was in Louisville, Kentucky. I saw the "big city" like I'd never seen before. I also saw a LOT of people who were the Platinum level of the company. The ones earning $50-$250 a day. The ones with 6 figure incomes.

For the most part, they stayed to themselves and wouldn't mingle with the lowly. All except Dale.

The man who changed everything for me

The convention was held in an arena and all the people who went stayed at the Hyatt Regency hotel. Complete with 14 stories and a revolving restaurant at the top floor. It was on the ground floor that I met Dale. Dale was the CEO and President of a company that my mom was involved with.

I had been riding up and down the elevator because it was the first one I'd ever been in with glass walls! After riding up and down several times, I finally got tired and decided to walk around on the floor.

As I stepped out of the elevator, I saw a man in a tan suit slowly making his way towards the elevator. I recognized him immediately and with boldness I'd not known at such a young age, I stepped in his path and said, "Hey Dale, I got a question."

He stopped and immediately asked me what my name was. I replied, "My name is Norm."

"Ok Norm, now that I know your name, what is your question?"

"Dale, I have always wanted to know what your secret is for being able to approach any person and convince them to join New Image International." I was prepared for a hyped speech, but what I got blew my expectations out of the water.

How to Help, NOT Hurt

"Norm, when I meet a person, the first thing I know they will want to know is if I am real. They see the cars, they see my stories, but they want to know if I am real.

"The first thing that I do for that person is to assure them that they are real, their stories are real, and I am willing to identify with their stories. If I do not identify with their stories, I AM A THIEF!

"If my only goal is to see their problem as my personal gain, I am robbing their hard-earned money. However, if my only goal is to identify with them in their story, I become their friend.

"I become their friend by listening to the story and telling them how I would feel if I had to go through what they went through. Once they have told me their story, I tell them mine. I tell them of being dirt poor and having to start off with a dream, much like Martin Luther King Jr.

"When I show them my dream and where it has taken me, I become their mentor. I haven't even begun to teach them anything. I put aside what I have or haven't earned because just as I am real, SO are they. Just as their problems are real, so is my offer to help.

"Do you understand what I am saying, Norm?" In the time that I had watched him explain all of this, I saw a passion in his eyes and in the way that he talked with his hands.

"You approach each person with the goal of helping them where they are, not to find out how deep their pocketbook is." I don't remember my exact words there. I remember more that I was getting a marketing strategy from a billionaire.

"That's close, Norm. I don't worry about their pocketbook. I only want to show them that I believe they are real. When I show them that they are real, they in turn believe that I am real. I know that I am real, so that is not the question. The question is, does the person you talk to believe that they are real? There is confidence in decision making when the customer is confident in themselves."

"Norm, is there anything else that you want to know?" When Dale had been walking towards me, he had his room card in his hand. When I stopped him, I watched him put the room card back in his pocket. Now, after the question, he had his hand on his pocket.

"Dale, I thank you for your time. I have no more questions." I was sure that I had worded that right. I was in for a surprise.

"Norm! Never stop asking questions!" And with that, Dale Calvert went on his way.

(Image from A MLM review site.)

Join the Discussion
Write something…
Recent messages
heatherplude Premium
I might have been at that same National Convention in Kentucky! I went to one there - I'm not sure what year that was. I was with New Image too. Great company. Dale was a huge influence on me too. Good people. All of NII were good people.
AndiTointon Premium
I love your natural style Norm, very personable. I feel that I can really relate to you and your true story. That has confirmed something in my mind and from today, that thought will stay vibrant in my mind.
I have always found that I can connect with people through my writing although I struggle with face to face connection. It always gives me an unpleasant experience as I stumble through a conversation. I initiated a conversation only yesterday with my neighbour. I was only trying to tell him that his guttering was leaking and the heavy rain was going to be leaking under his foundations. My trouble was that I could not recall the word guttering at that point in time and had to substitute the word for drain, referring to his drainpipe. I could see his 17-year-old daughter staring at me, pretty but doesn't come across as a nice girl - she never cracks a smile - I felt really uncomfortable all day about this conversation and the scenario. I was glad when it ended even though it was probably less than a minute long in total.
This will result in me avoiding talking to him again.
It is a funny thing the way some humans connect.
I like to connect with people but often have this experience. I never socialise these days. I hardly go out at all. Instead, I connect through writing. I only have in-depth conversations with my daughter, my son, my husband and my cats. That's all.
Strangely, on occasions that I do go out I find that I can easily talk to people who are of the older generation where conversations flow freely. I often feel "different" to other people. I have never really found out why this is?
I have left you a message on your website that I will send you and example of my writing to you later today. I am very interested.
workwithyang Premium
Thanks for sharing. I've learned something new today.
rvikram Premium
It was like everything is being played in-front of my eyes, a little Norm riding up and down the elevator, and then Dale Calvert walking towards the elevator,..... in short, I was able to visualize everything. You know how to play with words. To sum up, a nice and inspiring story. Keep up the good work Norm.
CC1 Premium
I was going to playact the indignant person and then I realized you'd put me in the elevator. Ok yes, I am kinda little. :)
JAZZmom41 Premium
Thanks for the great blog.
tlmoffett Premium
That's quite an inspiring story Norm. I think I might have felt a switch moving in my head.
CC1 Premium
Great! That was the intention!
stn67 Premium
Great speak thanks
Loes Premium
Thanks Norm, great new pic:)
CC1 Premium
Thanks Loes!
Kathy331 Premium
Great post Norm, you learn more listening then talking. :)
CC1 Premium
I vent a bit in chat now and then, lol. ;)
Kathy331 Premium
Judy-B Premium
I enjoyed reading your post. Thanks for sharing. :)
CC1 Premium
Dale Calvert's ideas changed the way I do marketing when approaching other people.
DarleneB Premium
Thanks for sharing. Food for thought.
CC1 Premium
Come back for seconds! :P
danbarth87 Premium
This is great, man!
rosieM Premium
What a fortnate opportunity you were given! You have the heart...as you were the one who wasn't bothered with how 'big' or 'small' you were, you saw the person and just approached and asked....this shows you have always possessed the winner mindset....
cookma54 Premium
That is an awesome story ... and a new perspective to look at! Thanks. M
kennnyb Premium
Good luck with your MLM.
Yes MLM is not for me though I have only had bad vibes from them being the last poor soul on their list that they feed off.
Sui_generis Premium
It says a lot about him that he stopped to talk to you and answer your question with such sincerity. Thanks for sharing this story.
CC1 Premium
Dale changed the way I treat EVERYBODY. Vitaliy changed the way I write.