Success Stories

Relationship Marketing With Kody B: Larry and Taylor Thompson

What are Leadership Qualities?

Leadership qualities are, in a sense, mentorship qualities.

Leadership qualities are needed in any industry because the quality of business relationships, directly correlates with success in any business.

Let’s take Larry & Taylor Thompson for example; they are Network Marketing veterans of 50 years. They are in the top echelon of the MLM industry, and their leadership is trusted and well known.

Here’s what they had to say;

“Leadership is taught by being an example.” Lead by ‘doing’ the things you tell others to do.”

Quite frankly, leadership is built upon by strengthening relationships and the human connection.

First of all, there are two types of Relationships;

  1. Relationships with others and;
  2. Relationship with yourself

Probably the most important would be #2 relationship with self, and here’s why…

Our focus becomes all about the sale and not about;

  • what the person really needs and;
  • how we can help them with the service or product we sell. 

Hence the Human Connection starts with yourself.

How well do you know yourself?

Indeed, how you respond to someone in how they treat you, is an indicator of how you deal with your own life circumstances. Consequently, this determines the impact you make on a relationship whether good or bad.

Larry and Taylor Thompson are exceptional examples of and exude powerful leadership qualities.

In the interview below, they want to share how they have been successful in teaching these qualities by being examples of doing everything they mentor others to do in this industry…

Kody Bateman: Hello everybody. Welcome to Relationship Marketing with Kody B. We have very special two guests on our call today. We’re going to get to them in just a minute. I tell you, we’ve been waiting a long time to have this couple with us today and it’s just – it’s an honor to have them with us. We have legends in the house today. We are going to be speaking to some people that have transformed the lives of hundreds of thousands of people. They’re now a husband and wife team making a huge impact in the world.

This couple comes from the direct sales industry, direct sales and network marketing. There’s a 40-year history here. Without further ado, I want to introduce Larry and Taylor Thompson and Larry was the co-founder of Herbalife. Now I’m sure that’s a household name, so everybody ought to know what Herbalife is.

He co-founded Herbalife with his good friend Mark Hughes back in February of 1980 and went on a 40-year journey in not only helping to establish billions and billions of dollars in sales, but more importantly mentoring millionaires.

In fact he’s known for mentoring millionaires and there’s a lot of who’s who names that are in the profession of network marketing that Larry actually was their mentor. So he has been called the mentor to millionaires. The Wall Street Journal has deemed Larry as the “architect of wealth-building”. He started out as a hippie construction worker. He’s still that at heart.

I’ve had the chance to hear him speak and I love his stories. The best thing that ever happened to him was I believe in 2005 when those of you who are on YouTube can see these two right now. 2005, hemarried his sweetheart who is Taylor and they’ve been a team effort ever since 2005 and it’s funny because I got this long list of things I should be saying about Larry and Taylor’s accomplishments. But it’s funny because in our pre-show, Larry was quick to say, “Yeah, forget about all that stuff. Forget about all those past things,” and we’re talking some major things.

I would say Larry Thompson is probably in the top five of all time of network marketing expert professionals that have made an impact in our industry, easily in the top five. We’re talking he is at the top echelon in the last 40 years, the entire network marketing profession, which is a $180 billion profession around the world today.

So we have a lot to learn from Larry and since Taylor has joined Larry back in 2005, it’s kind of like their contribution has escalated tenfold. It’s like Larry, you were good before. But with Taylor, it’s like 10 times what you’re capable of doing.

So without further ado, Larry and Taylor Thompson, welcome to the show today.

Taylor Thompson: Hey! Hey! Glad to be here. Thanks so much for having us.

Larry Thompson: Yeah, glad to be here and I don’t know if I want to correct you under 40 years or not because it ages me. But it’s 50 years. I actually got started in – from being a long-haired hippie construction worker. That’s all I had ever known. I’ve never been to high school or anything because I was too shy to give the oral book report that was required back then.

So at 16, I quit school and went to work with my dad and my brother and my cousins and [0:04:24] [Indiscernible] and I love my job. It never occurred to me to do anything different. But for me, in 1968, I got invited to a meeting and like so many – what happened back then and I came to the Hyatt Hotel in San Jose, California. They were in First Street and attended – the first time I had ever been in a hotel room my life and two significant things happened to me that night that set me on this path of – this journey of trying to be better and trying to help other people be better and in the process earn as much money that you earn.

I use the word “earn,” earn as much money as you can based on the value that you bring to the marketplace. But two things happened to me that night.

Number one was Bobby Depew was in that meeting and Bobby Depew in my opinion was the original tactician and strategist. It wasn’t called network marketing back then and that was one thing that happened –

Taylor Thompson: It was called “pyramiding”.

Larry Thompson: It was called “pyramiding” back then because there were no rules. So it was pyramiding and that’s what it was called. So I got started there but something else very significant happened that night. Attending the very same meeting that joined – I joined that night but someone else was there that night that joined the same meeting also and it was Jim Rohn.

Kody Bateman: Wow.

Larry Thompson: I’m sure your audience is very familiar with Jim Rohn. If you’re not, get Jim Rohn in here as fast as you possibly can. He’s no longer with us but he’s [0:05:53] [Indiscernible] and it was amazing.

Three weeks after I joined my business, my very first training class, Jim was given a training class for his team and I was invited to come and it was – the first time in my life, first time in my life ever someone told me that someone like me with no sales confidence, no self – be able to change your life and do something significant with it.

So it’s just remarkable for me and that was my – that started my journey.

Kody Bateman: You know, it’s interesting. I’ve heard you tell that story before and of course I was a huge fan of Jim Rohn myself. Still am. Just incredible contributor. It’s interesting because I’m sure you would consider him probably to be maybe your original mentor in what you do or have done over the last 50 years.

It’s interesting how some people resonate with your soul. When I hear you tell the story, it’s like man, when you heard these guys for the first time, their simple messaging resonated with your soul.

So what it did is it pulled out of you who you really were.

Larry Thompson: Yes.

Kody Bateman: Like it helped you to recognize who you always were as a person. You weren’t the construction guy. You were this guy that could really help mentor lots of people.

Taylor Thompson: Well, I want to address that for just a few minutes because we’re talking about relationship and this is – we’re talking about relationships and how relationships can build businesses and that’s really the focus of what you do Kody. But I mean this is a relationship that was established. His mentor being Bobby Depew, most people don’t know him. But he was the original statistician, the original – a genius behind how to market and it was – whenever they looked at Larry, I mean he wasn’t your typical pyramider, 40-year-ol, three-piece suit guy.

They looked at him like as a person and they wrapped their arms around him and said, “Hey come on. If we can do it, you can do it.” They had somebody that was willing to do the work, that was teachable in the process.

So whenever you had Bobby with the strategy and then you have Jim that was mentoring him with the philosophical approach and he had two of these amazing men pouring into him, that allows us to have what we have today 50 years later.

It was those kinds of relationships that were established, that we can call him the “mentor to the millionaires”. We can call him the “architect of wealth building”. But it took two people that saw him and saw potential in him and was willing to pour their time and energy and build a relationship with him.

Kody Bateman: So let’s talk about mentorship. I mean I think that’s a keyword here and both of you are such great examples of that. I mean what is mentorship? When you say mentorship, what is that to you? Help my audience to understand. Go in depth on that. What is it really?

Larry Thompson: Well, my take on mentorship was different from what the public has today of mentorship. OK? My idea of mentorship is leadership and leadership is by example.

Jim and Bobby did not teach me things that they in fact weren’t doing. Everything that Jim shared with me – and by the way, I spent all their lives – my – from the time I met them until the time they went home to be with the Lord, I spent work with them all the time and later on, I worked with Bobby over the last four years of his life. I’m the one that brought Jim Rohn into Herbalife and we were tied at the hips and nobody spent more personal time or stage time with Jim than me.

Jim was the same on the stage and off the stage. OK? And that was Jim. That’s who he was and so mentorship to me is being who you’re trying – what you’re trying to share with someone, you actually be, not because you got it in a book, not because you got it in a mastermind but because you yourself are actually doing it.

That’s what I think of mentorship and I’m sure Taylor has got an addition to that because she’s a woman and she sees it differently. That’s where we kind of learn how to understand that there have been some major shifts.

Basic fundamentals haven’t shifted but the shift of the language and audience has changed.

Taylor Thompson: I would say mentorship for me, I mean it is along those same lines of what Larry is talking about. But mentor meaning if you broke it down actually, it is “men touring” you through the places that they’ve already walked.

Larry Thompson: Good, good.

Kody Bateman: That’s good.

Taylor Thompson: So this comes from the experiences. So that’s why whenever – in what we do, in – we’re talking about relationships, why having a personal story is so valid because it allows for the person that’s hearing the storyteller to tell their story.

It allows them to say, “Wow! If they can do that and go through all of those obstacles and overcome all of those challenges and have success on the other side, maybe I can do the same thing. If they can do it, maybe I can do it.”

So for me, that’s mentorship is showing – giving people and say, hey, I’ve been there, I’ve done that, I know what it’s like. But I can tell you that if you just trust the process, there’s a light at the other side of the tunnel.

Kody Bateman: That’s really good.

Taylor Thompson: So that’s mentorship.

Kody Bateman: That’s really good. So I have a book that’s titled “The Power of Human Connection”. Those on YouTube will be able to – I’m holding it up there, The Power of Human Connection and it’s a book that’s – it’s how relationship marketing is transforming the way people succeed.

So we talk a lot in there about relationships and there are two kinds of relationships. There’s the relationships that you have with other people and there are relationships that you have with yourself and a lot of times when we get into sales and marketing, we lose – we focus on the relationship with other people but we lose the focus on relationship with self.

When I hear you two talk about mentoring and you had two significant individuals, one mentored you philosophically, one mentored you strategically and it helped to transform who you are today.

But the one thing I want you to talk about is they also put you on a journey of a better relationship that you had with you. Not just a relationship you had with them or a relationship you were going to gain with other people.

But they put you on a journey with a relationship that you had with yourself, which in my opinion is the very most important relationship of all.

I want both of you to talk about the importance of relationship with self. What does that mean?

Taylor Thompson: Well, I’m going to start out with this one Kody just because I would say not only is Larry my husband. He’s my best friend but he – I still see him as my mentor in many ways, not only from a relationship side but from a spiritual side, from many different aspects. But I mean there are several lessons and there are several things that I could hear about this, is that one of the things is – he taught me would have so much value. It’s not about what the other person does. It’s about what you do.

 

It’s not about how they treat you. It’s how you respond and so for me, one of the lessons is really – it is true mentorship because it does allow for you to grow whenever you can look at yourself in the mirror and know that in – whenever there’s challenges or whatever you’re being faced with, whenever you can look at yourself in the mirror and say, “OK. How can I make an impact? How can I do something differently?” because you can’t change the person that you’re dealing with in the set of circumstances. You can only change you and so for me, I think that is a huge value in how you see yourself and how you’re growing yourself is to how you grow relationships with other people.

So I think that to me is almost as significant, if not more significant, in growing your relationship with other people. What do you say?

Larry Thompson: Well, I say yes to that and most of my personal growth that has come for me is in – and I had learned this from Bobby and Jim because like I said, I worked with them – in fellowship with them. We went through difficulties together. We went through divorces together. We went through financial problems together. OK

We had family troubles together. OK? We did all of that. OK? Now I’m not going to say we spend every hour of the day or every day of the week or every month of the year together but we’re always together and it’s how you deal with life’s circumstances that’s going to determine how you deal with yourself and it’s – everybody has difficulties and your real challenge is not in – there are two challenges – prosperity and difficulties. OK?

And you deal with both of those differently and the reality is you got to learn to deal with both of them the same because the difficulties, you have a daily method of operation on how you go about your thinking, how you got to go about – how you are around other people and the same thing with prosperity.

I will be honest. My biggest challenge didn’t come in difficulties. OK? Because I knew what to do. I knew what I had to get done. My biggest challenges for me came in prosperity and when in prosperity – and what happens in success, when we have success in life, this much or this much, we start to thinking that we’re smarter, richer and prettier than we really are and we start treating ourselves differently and so consequently now we have difficulty treating that relationship but you call it …

Taylor Thompson: Well, and here’s the thing about it is, is that a lot of times we see that especially in this industry, that people forget where they came from. They forget what it’s like to struggle. Whenever they get to the other side in the prosperity aspect, they forget to identify with the little guy who’s just getting started. They forget to know what it’s like, to – let’s just say to get themselves to a meeting and what it’s going to cost, what it’s going to cost them in time and what it’s going to cost them in money and we put expectations on people because we forget what it was like to struggle in the beginning.

Kody Bateman: I want to get perspective from both of you on this because it’s a big thought that I’ve had as I’ve watched a transformation particularly in the network marketing direct sales industry.

One of the things I love about the industry – and I own a company that is a network marketing company and so I’m very, very familiar with the industry, been involved in it for 25 plus years. So I’ve seen a lot. One of the things I love about the industry is also I believe a challenge with the industry. It’s the same thing.

 

Our industry, we are a master at recognition. We recognize people for standing up in the morning. I mean we recognize people really good. It’s like you get into a plan. You go through different rank advancements. You earn a new level by doing some activities and building teams that do activities. Then you reach a level and you get rewarded for it and we shower that person with recognition, which is what we should be doing. We should be doing that in the world.

I always say all the time we’re “stand on our feet and cheer each other on” kind of people. That’s what we should do. We don’t wait until people are dead in a casket before we say the nice thing. We say nice things about people today and network marketing is one of the best industries for that.

I also see it as one of its biggest challenges. Now why do you think I would say that? Why do you think I would say that recognition is also a challenge in that profession? What have you seen, the two – yeah, go ahead.

Larry Thompson: That’s a great, great question. One of the challenges that you have with recognition is people think they’ve arrived.

Kody Bateman: That’s right.

Larry Thompson: OK? And I will tell you what the reality is and I – you know, I just saw TD Jakes here recently. He’s one of my spiritual guidance right now. He’s a minister here in Dallas and he’s just phenomenal. He was talking about the challenges in the church and I absolutely related it to what we do here in certainly network marketing. But we do traditional businesses. We do all kinds of businesses and big, big billion dollar companies.

It’s not about the destination. It’s about the journey because you never arrive. You never really arrive and when you get there and especially in network marketing, you get there and you get that recognition and you get the money that comes with that recognition and all the accolades that come with it and you think you’ve arrived.

Kody Bateman: Yeah.

Larry Thompson: Well, I got to tell you something. We never arrive. It’s the daily journey that we have to take, the daily journey that we have to take with however we choose that we’re going to deal with this journey today.

I just had a talk with our youngest daughter here Cassie just a couple of nights ago about that. But she would share with me about she’s not exactly where she wants to be in her life right now and she’s very ambitious. She’s very, very wise and she’s 20. OK?

So yu understand my point there and I said, “Cassie, I want you to take a look at your life and I want to tell you …” and I gave her a couple of examples of some people we know and I said they’re very rich, very smart and very pretty and very unhappy.

Taylor Thompson: Yeah.

Larry Thompson: OK? Because they thought it was the destination when it’s the journey. So – and to kind of get back to what you asked here about the recognition is that we start to buy our own press. We start to buy who and what we are and as Taylor said earlier, we forget the struggle we had to come through and now people want our pictures. People want our autographs. People want us on their Facebook. OK? And we start believing that we’re different than they are and we’re not. It’s just a matter of time.

Taylor Thompson: Well, and we teach a concept. We call it the finish line and the starting line.

Larry Thompson: Yeah.

Taylor Thompson: And it’s a concept that allows for the recognition to take place. But it’s the finish line to that destination, right? But now once you cross the finish line, what happens? It’s the starting line to the next.

Kody Bateman: That’s right. That’s exactly right

Taylor Thompson: And some people get stuck after they cross the finish line and don’t realize they got to start again and there’s – it’s an ongoing process and so I mean I think that this – whenever we see the recognition, I think it’s – there’s so much value there. But I do believe that it has become a little bit distorted and so it’s kind of a catch-22. It really is.

Kody Bateman: Yeah. I got to tell you an experience I had with you two that you don’t know about. It’s an observation that I made. I recently spoke the ANMP, Association of Network Marketing Professionals, as an annual conference that they do and I’m a speaker there each year and you all just received a lifetime achievement like it was a – like the biggest achievement award that you can get was bestowed upon you at that event.

Big – beautiful. It was very, very well-done, very nice, very well-deserved. But one of the things I noticed about both of you – and I was watching you. I mean I was – in fact, when I was on the stage, youwere front and center, right? Down there and it’s honestly almost a little intimidating. It’s like oh my gosh. I got to talk to these guys.

I mean these are guys that teach me. But it was fun. It was actually fun to see there. But one of the things I noticed as I went back to my chair, I kept looking over at you guys and you were present the entire time. You gave every single speaker the same level of attention. You took copious notes. Here you’ve been there, done that people that know everything there is to know about everything are front and center taking copious notes from beginners in the profession to midlevel people to experts in the profession and you’re acting like you’re a student for the very first time, capturing this information.

I was so impressed by that. I’m a student myself first. I love to learn. So I love to take notes. So I do that. But seeing you do that was just – it was huge for me. It was really big for me. So you live what you’re saying.

So talk to us about that learning, the constant need for learning. I see a lot of people. Not only do they get recognized and they think they’ve arrived when they haven’t because none of us have ever arrived. But they also think that they’re so smart now that nobody can teach them anything and talk to us about that. What’s the importance of ever learning?

Taylor Thompson: Well, first of all, I would like to address exactly what you just said, this part right there. I think for me, what you just described of us – and first of all, thank you for acknowledging that and appreciating that. I think it’s a – I think it’s a piece of leadership that has been lost, a sense of respect and a sense of honor that we honor – we treat people how we would want to be treated and give them respect that we would want if the tables were turned.

So that was something that I learned early on from my mentor. You know, that you sit in the front. You sit there and you take notes and you give honor and where – you give honor. You give respect and because people don’t do what you say. People do what you do.

So there’s always somebody that’s going to be watching what you’re doing versus what you’re saying and so I appreciate you acknowledging that. I appreciate you understanding that first of all. I mean there’s a lot of people that wouldn’t have even understood what just happened there.

So I wanted to start off the conversation by thanking you for that. But I mean – I know Larry is going to talk about –

Larry Thompson: I don’t know what I’m going to talk about. So keep going and help me.

Taylor Thompson: Well, I mean it’s – this is something – I mean we always are wannabe students and we always want to keep – we always want to learn and grow and become better. I think there is a little bit of a thing in our space that has kind of been distorted a little bit. You know, that almost gives distributors a way out. You know, that you – if you learn more, you will do more.

You know, I got to learn more, so I can do more. So it’s kind of an irony for us because we want – in the way we teach, we wanted everybody that comes into our business, their very first day that they have enough information, that it’s so fun, simple and magical, that they can get started immediately.

But they don’t have to know all the bits and pieces about all the product and all the bits and pieces about a comp plan. That they have a track to run on that they can get started, right?

So I think for us, I mean that’s kind of – yes, we want to learn and yes, we want to grow. But I – do you want to speak to that?

Larry Thompson: Well, yeah. I mean it was – that was taught to me 50 years ago and like I said earlier, Jim Rohn and I – nobody spent as much stage time, persona time with Jim than I have and we sat through each other’s meetings and took notes, each one of us. OK?

And we did that. Number one, I knew I was going to learn something. OK? Jim knew he was going to learn something. But we wanted to be there to pay that kind of respect and it wasn’t that we didn’t have the necessity. We did have a desire because we wanted to be there and like in Herbalife, when we were doing Herbalife together, if the distributor saw us do that, then they have a chance of doing that too. You know, a chance and then when they got up there, then there’s going to be people setting up in that audience and I firmly believe that if you’re going to affect people, the way that you want to affect people, then you got to be what you’re talking about.

It doesn’t mean that you can’t skate. It doesn’t mean that you can’t go be successful and even big success and not be what you’re talking about. We’ve all seen both sides of the coin. OK? But I will tell you right now. The people that really have the impact – you’re talking about Jim Rohn for example that really have impact to the people that do what they – they’re teaching their people to do. They’ve done it and continue to do it.

Not 50 years ago, not 30 years ago, not 30 months ago, not 3 months ago. They’re doing it today. Every single day, I start my day off right now and it’s with a spiritual teacher and teachers that I have, that I listen to online and take notes on every day to build up my spiritual life which is the most important thing to me.

But to be able to build the relationships that you’re talking about. But to be able to share it and one of the biggest things that has always happened and Taylor and I talk about this all the time to each other before we go up and talk to people. By the way, we never have notes. I don’t know if you noticed that at the ANMP. We have no notes. OK? We have no notes ever. OK? Because you know why? Because I was taught that – don’t let what you have to say to your audience interfere with what your audience needs to hear.

Kody Bateman: Yeah, exactly.

Larry Thompson: Big difference because you get caught up in what you want to say, your PowerPoint and how you want it to be and I get this [0:28:10] [Indiscernible] concept. OK. And I will go off and everybody will want my autograph. Don’t believe that what you’ve got to say is so important that you miss what your audience needs to hear. Simply know that by knowing at your – what your craft and what you’re doing and knowing what that audience is going through, good, bad and indifferent and in that audience, there’s good, bad and indifferent.

There’s somebody out there that has tears coming down their eyes because they don’t know how they’re going to get through the next day. We have people out there that just bought a Lamborghini and they think they’re smarter, richer and prettier with the car. In that audience, you’ve got to be able to blend. I’m sorry –

Kody Bateman: No, that’s great. I love you said that. In fact, I’ve kind of learned that the hard way myself. When I first started out, I was – I love telling stories. I mean I just like to tell stories and I’ve always been most effective when I just get up and tell stories and read the audience. You know, one thing I’ve learned over the years is how to read the audience and be able to tailor the presentation to what they’re talking about.

 

But the best way to do that is like you said, don’t be so canned in your presentation and I’ve made the mistake as a presenter and I hope our listeners are kind of listening to this because most people that are in sales, they’re presenting all the time and I think it’s important that you stay authentic to who you are.

I remember starting as a storyteller and being very effective as a speaker and being invited back to all kinds of stuff. When you go to those events, you see all these fancy PowerPoints that other people are doing and all this other stuff.

It’s like, yeah, that’s kind of cool. I think I’m going to try that and then you go try it and the next thing you know, you’re doing this weird presentation that’s kind of out of your element and you have to come back full circle to just be you and you guys are so good at that. It’s just incredible.

I want to go back to something Taylor was saying a second ago about people that get into the training mode and it’s kind of like – you know, rather than actually do the work, I’m just going to get trained again.

Taylor Thompson: Yeah.

Kody Bateman: Another thing that I see going on in our profession – and this is all sales professions. This is in network marketing. It’s in direct sales. It’s in different niche sales, inside sales, all this type of stuff that’s out there.

 

One of the things I’ve noticed is that – and especially with social media. It’s that people – that people want the next five-step plan. It’s like you can scroll your news feed and there’s a new three-step plan here, a five-step plan there, a four-step plan there, a six-step plan there, all the – become a genius sales expert and break all the rules or break all the records and all that kind of stuff.

 

I noticed that people are jumping from the next three steps to the next five steps and there’s a lot of self-proclaimed gurus that are jumping into that and creating content. Like you said Larry, they’re not doing it. They’re just creating the content and so what happens is people get caught in that.

 

It’s like they get caught in that training mode and they don’t get caught in the doing mode. So one of the things we talk a lot about is whatever five-step anything you learn, whatever the process is, like – you know, you learned the strategic part of your business Larry from Mr. Depew back in the days. He taught you a system. He taught you something that you had to watch but it wasn’t until – at least I’m guessing. Correct me if I’m wrong because I teach this all the time.

It wasn’t until you developed those techniques into habit. Once it becomes a habit, then you go somewhere. What I’ve noticed is that people never get to the habit level of whatever five-step plan they’re doing. So they will jump to the next one. They don’t have success and they jump to the next one. It takes time to create habits. Talk to us about habits.

Larry Thompson: Yeah. Well, let me kind of jump in there on that one and share a couple of things to you about this because here’s what I know about salespeople. I was going to say distributors but you got a large audience.

Here’s what I know about salespeople, whether it be insurance, whether it be real estate, whether it be network marketing. Here’s what I know. Salespeople always want to take the path of least resistance. OK? The least resistance.

In our industry, our job description is simple. Onboard customers and onboard members. That’s it. OK? It isn’t going up there and sharing – leading your people down the five-step, the seven-step, the three-step. It’s onboarding, very, very simple.

So if you take that in position, the concept that if it – if someone is only going to go for the path of least resistance, what they do not want to do is their job description.

Salespeople do not want to do their job description. They want to do something else other than their job description and today, it’s learning. It’s learning more and today’s environment says if I learn more, I can do more.

So they learn more to do more. But guess what. Now they have another five-step program. They have to learn more before they do more. So how can the habits be developed? Because it’s fragmented.

So in our industry, it’s very simple. We believe, me and Taylor, we believe firmly that when a – our salespeople joins a team, they already have everything they need at that moment to be successful. What do I mean by that? What does it really take?

There’s only half a dozen things to learn in our profession. There’s only a few of them and it’s a simple concept. Let’s use baseball. Baseball has some very simple concepts. Run, hit, catch, throw, period. Run, hit, catch, throw where in football [0:34:04] [Indiscernible]. Guess what they’re going to be doing on – today, Tuesday, OK? They’re looking at the run, hit, catch, throw a football. OK? What their tackle and all that stuff. OK? You get my point.

So they’re looking at that. They’re not creating new ways to learn it. They’re not creating new ways to do it. They’re creating the run, hit, catch, throw and how do I get better at it by doing the little bitty stuff, what we call habits.

Taylor Thompson: Here’s the thing where people really – they really miss the mark is that they think that they have to have it perfected before they go out to do it.

Kody Bateman: Right.

Taylor Thompson: And they don’t realize that where the real growth comes in is by going out and actively doing it.

 

Lary Thompson: Tell them a little dribble story.

Taylor Thompson: I mean let’s talk about – I mean whenever you think about like basketball. I mean he likes baseball. I’m a basketball player.

Larry Thompson: Star, star, star.

Taylor Thompson: And so basketball, it was dribble, pass, shoot, right? Those were the core values. Those were the basic fundamentals and if you think about it, as a – you know, you get started as a little dribbler and you can’t bounce the ball very good and you shoot with two hands and you pass the ball., But it doesn’t necessarily get to the person that they’re passing it to. But what happens? Every practice, you’re practicing the same fundamentals every single time.

But as you grow up from the little dribblers, now you’re getting into junior high school. You’re practicing the same things. But are you better at it? Yeah. Are you better at the dribbling? Yeah. Can you shoot it a little bit better because you’ve had some practice? Not two hands, just one hand, right? I mean that’s the concept. But here’s the thing. Even as you go up through high school and college, you’re still practicing the same fundamentals.

The only variable is you’ve had more practice doing it. Whenever you look at professionals, it’s the same thing. So everybody would understand it’s only the activity that allows you to grow and become better. It’s the same things. It’s just doing it repeatedly until you become the best you can be.

Kody Bateman: You know, it’s interesting you say that. I actually share in speeches all the time. You know, watch an NBA game. These are the top basketball players on the planet. And for at least an hour before a game starts, what are they doing? Just what you just said, they’re out there practicing the fundamentals. They’re dribbling. They’re passing. They’re shooting and they do it for a long period of time before the game ever starts.

Guess what. They’re never above that. Michael Jordan was Michael Jordan because he did those things longer and more intensely than anybody else.

If you want to learn the key to success, whether you’re a Kobe Bryant fan or not, go look at the documentaries of Kobe Bryant and how hard that man worked at his craft.

Taylor Thompson: Yeah.

Kody Bateman: And again, it’s fundamentals like you said. Don’t you have daughters that play basketball?

Taylor Thompson: Yeah.

Kody Bateman: Yeah.

Taylor Thompson: Yeah, yeah. Yeah, I have. She plays college basketball. Yes.

Kody Bateman: That’s great. So is there like friendly competition between mom and daughter? How does that all work at Thanksgiving?

Larry Thompson: I will tell you. Candice so competitive. Taylor would lose. That’s what I will tell you.

Taylor Thompson: But I give her a run for her money. That’s –

Larry Thompson: There’s no doubt about that. You can give anybody a run for their money. But here’s – I said earlier. I made a statement earlier that we believe everyone has got the basic skills to be successful right now.

Let’s take a single mom. Let’s take a waitress. Let’s take an entrepreneur. Let’s take an accountant. Let’s take a construction worker. OK? If they’re doing well, whatever their background is, whatever their life experience is, if they’re succeeding on that, a single mom is succeeding and taking care of her kids. OK?

The accountant is succeeding in taking care of his clients. The waitress, the – they’re succeeding. What does that take? It takes five basic elements – self-responsibility, self-determination, self-motivation, self-discipline and then they become self-functional.

So if you are a homemaker, truck driver, you’re a construction worker or you’re an entrepreneur, you’re doing – whatever you’re doing, you have those five selves. All you’ve got to do is transfer that into your new sales [0:38:38] [Indiscernible]. In this case, I referred to network marketing.

You already have those basic fundamentals. You just got to give yourself the authority to move over here and do it. If you can do that and then there’s only run, hit, catch, throw, a few things to do – it’s when you have run, hit, catch, throw and then you have to do half an hour of personal growth today.

Yeah, it’s run, hit, catch, throw and you have to be mentored. Then it’s run, hit, catch, throw and you have to do Facebook Live. It’s run, hit, catch, throw, five steps, three steps, seven steps. That’s where the difficulty comes. I don’t know if that makes any sense to anybody but –

Kody Bateman: Oh, it’s incredible. It’s incredible. It’s – people are going to have to push “replay” over and over to listen to that last 30 seconds of what you just said because those five things I think are really, really powerful.

We talked a little bit about this in the pre-show. It’s 50 plus years in the sales capacity and training capacity. One of the things that both of you have been really good at is recognizing shifts. I want to talk about that. I want to talk about what that even means. Over 50 years, there have been a lot of shifts in the marketplace. Technologies created shifts. A lot of things are – everything. There’s a lot of things that have associated creating shifts in the marketplace regardless of your industry.

 

You’ve been really good at recognizing those shifts and being proactive. So talk to us a little bit about some of the shifts that you’ve seen over the last years and how you were proactive and stayed in front of it.

Larry Thompson: Well, sometimes you got lucky and sometimes it’s on purpose. I mean I will be completely honest with you about that one. But it has shifted and I’ve seen major shifts in 50 years of doing network marketing and direct sales.

The key is you got to always recognize your audience. You got to know who your audience is and you got to know what language they speak and you got to know their behaviors.

As the world shifts and as the sales climate shifts, the audience changes. OK? The language that they hear changes and the behavior changes. I first became aware of this and for me back in 1979 and I realized – I started in 1968. Miss Taylor said jokingly but it’s the truth. It was pyramid back then. There were no rules and everything and how it was set up.

The government did not want that kind of behavior going on and there was an audience that wanted that. There was a language that they spoke and it was a behavior that was created that got the government to come in and says, “We are going to change this.”

Now there were a handful of companies that said, “We’re not doing anything wrong.” OK? We’re willing to comply with your rules and regulations in this shift and they fought. Primarily it was Amway.

Amway fought tooth and nail. They put all their resources in that and said, “No, this is a legitimate way of doing business,” and in 1978, they came to an agreement with the government. 1979 I believe is when it went into effect and that was the first time that the government – the people recognized that multilevel marketing, MLM, was put out in the marketplace and said multilevel marketing is a viable profession if it’s done like this.

Now back then there was Amway, Mary Kay, Shaklee, Tupperware, OK? A few [0:42:02] [Indiscernible]. All of those kinds of – they made changes in their compensation models to adapt to what those rules were. But here’s what happened.

When that took place, the audience for multilevel changed from the cigar smoking, Cadillac driving people, OK? And drinking at the meetings, OK? And all of that stuff. It changed. There was a new audience and that new audience that you have there spoke a different language.

For example if you’re going to go into Spain and do business, you got to recognize – you better speak some Spanish if you’re going to go there. You may be able to communicate. But to be as effective as you can, you got to speak the language that that audience is – that you’re in front of. Then you have to have the behavior.

What happened to us with Herbalife, that happened in 1979 and when Mark – it was Mark’s idea to start Herbalife. OK? It wasn’t mine. It was his and it took him a few months, almost a year, to get me into the groove of it.

But I knew we had something unique with him and his story, what he wanted to do, and with the experience that I had with Jim and Bobby and we recognized the shift. We recognized that there was a new audience for multilevel. We recognized that there was a new language that they were speaking and we recognized that there was a behavior. If you could create a behavior, it would drive that. That’s why Herbalife went like this. OK?

It went like this. OK? Now – so we recognize that. Now let me kind of come to the current and I go back only about a decade. Some of us will remember Blockbuster video, you know, along with this. OK? A friend of mine had his Blockbuster card and 2008 was the date on it. I said, “Well, I thought it was longer than that.”

What happened was – is the audience changed. OK? The language that they – like here changed and that meant their behavior, buying habits changed. OK? As a result, they’re gone. Here’s Netflix. There has been a major shift in the direct sales industry, a major shift that has completely changed the audience and the language and the behavior. I attribute that to a couple of things.

One of them is that Uber success. OK? Taylor made a statement here almost two years ago. That said that she believed that the Uber environment was created because the network marketing space ignored that audience and that language and that behavior.

Taylor Thompson: Yeah.

Larry Thompson: And so you have the Amazon affiliate program that is out there. What did those things have in common? They have significant things in common. Number one, they’ve recognized the audience. The audience that’s out there today no longer is listening to the Lamborghini, mansion, $10,000 in 90-day message. They are looking for fun, simple flexibility and 500 to 1000 a month. That’s it. That’s what they’re looking for.

It doesn’t mean they can’t make more. That means that that’s the big audience. So if you know that audience is there, if you know what language they speak, then you create the behavior that would drive that. You’re going to be extremely successful. What has happened especially to network marketing, it has not recognized that.

Kody Bateman: That’s right.

Larry Thompson: It does not recognize that and the language, the audience that they speak to, the language that they speak and the behavior that they create with the compensation model works for that group. But it’s a small group.

 

Over here, the “give economy”. The “give economy” is that Uber, Amazon environment that I just described. I would rather work over here where the big environment is. OK? And especially if I understand the audience and the language and I can create the behavior that I want.

This is where the success is. To validate that in the last two years – now this – I think – I used to think – it looks like the third year that direct sales to the United States has gone down. Everyone is talking about how great the network marketing industry is. OK? It is great for this group. OK?

But the sales have declined. They’re declining internationally too because they don’t recognize the shift. They don’t recognize it. So it’s going down while this “give economy” is growing.

Taylor Thompson: Because …

Larry Thompson: Go ahead.

Taylor Thompson: Because you have to understand we’re no longer competing with network marketing. We’re competing with the “give economy”.

Kody Bateman: That’s right.

Taylor Thompson: So if we’re competing in the “give economy,” that is the audience.

Kody Bateman: That’s right.

Taylor Thompson: That’s language – we have to speak their language and by mere virtue of – I mean, I’m sorry. I mean as good as social media is, it is a plus. But it has also been a big minus because it has created an environment that doesn’t allow for the Uber driver or the stay-at-home mom to have success in because they wanted them to create these marketing gurus, these Facebook Live gurus and marketing –

 

Kody Bateman: Right.

Taylor Thompson: And they have to learn all of these things in the marketing aspect instead of having it fun, simple, magical where you can show them how to get a customer to – you know, every single month and by the end of the year, they’ve got 40 or 50 customers using their products or services and they’ve got an extra $500 a month $500 to $1000 a month in their pocket.

If we created that environment, then if we have that in the network marketing space, wow, then we would be actually competing with that economy. But because network marketing people are still talking, I mean we run across it all the time. We have brand new people in our space that aren’t telling their $500 story because they don’t think it’s good enough.

Kody Bateman: Right.

Taylor Thompson: If they’re not making $10,000 a month, they can’t go recruit somebody on their team. They don’t think it’s strong enough. They don’t think they’re good enough and therefore we’ve left people all by the wayside and they’ve gone and built and they’ve gone over to drive Uber. They’ve gone to be – that or the other because they don’t have to learn anything. It’s fun, simple, magical over there and that the shift that we have been talking about for quite some time.

Larry Thompson: Taylor just showed me a video that was recorded somewhere in Europe. Was that Germany?Taylor Thompson: It was in Germany in 2011.

Larry Thompson: Almost eight years ago. This conversation we’re having with you, we were talking about that eight years ago and it’s on – I think it’s on YouTube somewhere. I don’t know.

Taylor Thompson: Yeah.

Larry Thompson: Anyway, we’re talking about this and I will be honest with you. That was eight years ago. Three, four years ago, I’m starting to doubt myself if that’s really true while I was thinking – and with my experience level and what we were teaching because it looked like it was the opposite. But it has been proven out.

Kody Bateman: Yeah.

Larry Thompson: Yeah. So Taylor is saying the person doesn’t think that their $500 a month was a good story. It isn’t for network marketing. It isn’t. But it is for the “give economy”.

Kody Bateman: That’s right, that’s right.

Larry Thompson: They are here.

Kody Bateman: Oh, I love – so I got to make sure that all of my referral partners that are involved with my network marketing company are listening to this episode because we are preaching this. We actually are preaching this. We’re in alignment on this. In fact I would love to have you guys come and talk to that group at some point in time.

In fact we have a grand summit, Relationship Marketing Grand Summit coming up in August 2019, Salt Lake City, Utah. We’re going to have a lot of featured speakers, top sales trainers and different speakers come in for that event. It will be the precursor event to our national convention for my network marketing company.

But the summit itself will be a – it’s literally a sales training summit. I’m going to try to figure out how to get you guys on there. I know your schedules are busy. But I would sure love to have you come and keynote some of that with that very message.

I mean it’s just incredible, incredible stuff. I just – again, I want to share my genuine appreciation to both of you for your contribution to our profession and helping people, mentoring people to live their dreams and accomplish things that they never thought possible.

I always like to close these shows – I wish we could go on forever. I could talk to you two for five hours and I think everybody would stay listening because it’s just amazing what comes out of your mouth. It’s kind of fun to listen to you.

I always like to know this and I know you’re both big, big advocates of personal development. But I close each of my shows the same way and learn a lot. I’m doing this for a reason. I want to see what kind of synergies are created by asking the same question to every single guest who comes in.

So I close with this. To each of you, what is your favorite book of all time and why?

Larry Thompson: You want to go or you want me to go? It’s easy for me. I think it’s – the book is right over here on my desk somewhere. It piles up. There it is right there, As a Man Thinketh by James Allen, OK? And I got to tell you why. I don’t learn by reading. OK? I learn by listening. OK?

I’m an audio guy. I hear it and I got it. I got it and I can translate it. When I first got started, they were counting a book which everybody drops – the Think and Grow Rich. OK? And I bought that book and tried to get through it. OK? You got to realize I flunked English two years in a row in high school. That’s why I quit high school at 16. I couldn’t make heads or tails out of it and especially it’s the ‘60s. We’re talking about sex transmutation. That didn’t make any sense to me.

Kody Bateman: Yeah.

Larry Thompson: I was out. I was young. I got – I’m not interested. OK? And Jim Rohn shared with me this book right here, As a Man Thinketh by James Allen. This is not the book that I read but I found this in my library and 96 pages long and everything that I needed.

So my favorite book of all time because of the impact, the immediate impact that it had one me, that solidified everything that Jim shared with me, got me through some real, real difficult times in the best shape possible. It’s one thing to get through difficult times. It’s another thing to get through them in the best shape that’s possible and that’s what As a Man Thinketh did for me, James Allen. Simple, to the point and did it for me.

Taylor Thompson: Well, I mean outside of the bible, that has probably been the most transformational for sure for me, would be a book called “Me and My Big Mouth: Your Answer is Right Under Your Nose” by Joyce Meyer.

Larry Thompson: Yeah.

Taylor Thompson: I will definitely say that that book totally changed my life. It changed the way I thought. It changed the way I would speak because it – you know, from a biblical perspective, it lined up with everything that I knew to be true. But what was interesting for me is simultaneously [0:53:12] [Indiscernible] it was the same time I started my journey in network marketing and they were handing me all these self-help business books and as I was trying to read some of those, then – Think and Grow Rich was actually one of them.

You know, I was thinking, OK, this sounds exactly like what this is. So whatever – I understood that the parallelisms that these people – this was the secular version of what this was already saying to me. It makes such a huge impact because for me, it did allow for me to change my thinking because I know whenever you change your thinking, you change your words. When you change your words, you change your activity. When you change your activity, you change your habits. When you change your habits, you change your destiny. So I would say definitely give that a strong read.

Larry Thompson: Listen, I’m a big fan of Joyce Meyer. Almost daily we also look into her and so much of the training and the stuff Kody that we share, it starts with the spiritual perspective and we’re able to vamp that into the sales arena. Joyce Meyer is just straight up. She’s unbelievable. TD Jakes. I mean I can talk about these guys all day long and Robert Morris [0:54:30] [Phonetic]. These guys are teachers and they attack and approach the spiritual message the way that we attack and approach the sales message and we mix them together.

It’s magical because it’s part of our lives, who we are, and we’re able to take those simple concepts in place.

Taylor Thompson: Before we close, I do want to give a big shout-out to our mutual friend Bart.

Kody Bateman: Yeah.

Larry Thompson: Yeah. Bart set this up for us. Yeah.

Taylor Thompson: So I mean you talk about relationships and how it’s so interesting how relationships can lead you to interviews like this. So I just want to give a big shout out to him. We’re super excited. We’re super happy for him and his new fiancée. We’re going to be coming to the wedding. So …

Kody Bateman: Oh, good. You will have a chance to meet my wife and I there. That will be great.

Taylor Thompson: Excellent.

Kody Bateman: We will be at the same wedding. It will be a lot of fun.

Larry Thompson: Yeah. We can talk about how rich and smart and pretty we are.

Kody Bateman: That’s exactly right. Well listen, I can’t say enough good about the both of you and the contribution that you’ve made on this show today to all of our listeners. Thank you so much for the time that you spent with us and I just – it’s the holiday season. You know, it has just passed now. It’s just the beginning of a new year and it’s a time for us to reflect on what’s really important.

You two really resonate what’s really important. It shows in your relationship, the two of you have with each other. You brought a beautiful family together, total of six daughters now, three from each of you.

The stories you tell about your family is incredible, the modern day Brady Bunch family that you’ve created. The way that you serve your community and you serve the people in the profession, you really resonate the power of human connection. You know, you’re a great example of what human connection is and I’m a better person because I’ve been exposed to you. So thank you very much. Appreciate all that you do and thanks everybody.

Make sure you join us again on Relationship Marketing with Kody B. We will see you on another episode. Take care now.

Taylor Thompson: Bye guys!

Larry Thompson: Bye!

 

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