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62: Chat With John Ferguson... - Secret MLM Hacks Radio

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Steve Larsen: Hey, what's going on everyone? This is Steve Larsen. I have a very special episode for you guys today. I have a guest that I'm bringing on the show. His name is John Ferguson. John Ferguson is an expert in face to face selling of MLMs. He's been hired and worked for the Rich Dad company. He has been ... He's one of the guys that MLMs hire and bring in to help improve their entire sales process. He creates scripts to help sell products, he helps scripts ... He create scripts that lets you sell your MLM product in a way to people you've never met before that is not pushy. So I'm very excited for him to be a here. It is a treat to have him and please take notes on this. This is not your normal kind of a thing, and I had to beg him to get on the episode here. So I'm excited. Let's go ahead and jump into the episode today.
So here's the real mystery. How do real MLMers like us [inaudible 00:00:48] and only bug family members and friends, who wanna grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
You guys actually have a really special treat. I'm excited. I have a guess on the show with me today and his name is John Ferguson and literally every time I speak with him, I feel like I learn and I grow, and there's different things that I learn about the MLM industry. I learn about what he's doing and frankly, it's amazing, the resume that John has and I wanna bring him on the show here and give you guys a chance to be elevated for ... with what he's being doing. So without further ado, John how's it going?

John Ferguson: Doing fantastic Steve and I'm super stoked to be here. I'm glad you invited me on. I am ready to deliver and I appreciate that introduction dude. I feel like a hero already.

Steve Larsen: You are. I feel like ... I don't know. Every time I speak with you, you're like, "Oh, yeah. I helped ..." I don't know if I can say this, "Yeah, I helped Robert Kiyosaki. I helped this huge person over here. I set this MLM up over there." Like what? Like you've been doing a ton of stuff.

John Ferguson: Yeah. I've kind of tried ... I've played the backend role for a number of years, where like you mentioned the Rich Dad organization, I really played that backend role. If you think about like Batman, he's got not Robin, which was the sidekick, but Alfred. Right?

Steve Larsen: Right.

John Ferguson: The guy that's making sure all the gadgets work, make sure that Batman's not getting himself into trouble and it's really a role that in the past, has really helped a lot of people like people you just mentioned. So I ... It's a lot of fun for me to see others succeed with the systems and tools and the coaching and mentoring that you offer them. So yeah, it's been an awesome career so far.

Steve Larsen: Now I wanna be able to go through kinda how you got into this and did it and all, but could you just ... For everyone else on here, if they don't know the amazing John Ferguson, could you just give us a run down of what it is that you actually do when you say Rich Dad organization and the other ones you've worked with?

John Ferguson: Yeah, certainly. So what I do is I help closers sell more. Okay. I help individuals who've never sold in their lives sell their first sale. When it comes down to network marketing and multi-level marketing, I find there's a lot more nurturers than really the A type personalities, and for me what we do, is we take individuals by the hand, we guide and we direct them through selling without selling. And I know that sounds kinda weird, 'cause you're like, "What's selling without selling? Like you've gotta sell." Right?

Steve Larsen: Right.

John Ferguson: What it is, is I remove the ... we remove the animosity by helping people learn an evaluation process like stepping people, rather than just going in like a hardcore close.

Steve Larsen: Sure.

John Ferguson: [inaudible 00:03:52]. So that's really what we do. We ... In the past like with the Rich Dad organization, I came in and contracted as a trainer and I worked a number of years, where we took their telemarketing, their speakers, their trainers, their coaches and really developed them in some better methods of asking better questions to help get to the root of the desire and the needs of people and then we can deliver that, through the products and services that we offer. And the cool thing about MLM is that there are so many people that need so many things and I buy so much stuff from network marketing companies. I think I'm like ... on like an auto ship for like seven different ones. It's not that I sell their stuff. It's that there are so many wonderful products out there, I wanna help other people get them to the marketplace and get them in the hands of consumers and eliminate that fear of enrolling people and making a sale.

Steve Larsen: That's incredible. I mean so you've done it ... I mean you have quite the rap sheet and thanks for explaining that. I knew you'd do a better job than I would doing that, after talking with you extensively this past little while ... past few months, but are you ... I guess ... there's two different directions I want to go with this. My brain is just all over the place. I'm excited to have you on here. Is ... Do you use a lot of like spin selling methods, like the book Spin Selling? Is it that kind of thing a little bit?

John Ferguson: You know, it's more direct and-

Steve Larsen: Okay.

John Ferguson: I'm not the proponent network marketing that is gonna always jump after mom, dad, sisters, cousin, next door neighbor's dog and try to invite them into my network marketing business. I've never done that in sales either. What I like to do is, I like to put out the proper marketing, which I know that your people are learning some phenomenal tools Steve and you're teaching them how to attract the right people ... actually people who really want what you have and then enroll them and get them buying from you. And so my ... And is coming on the backend of that is, is how do I determine ... Like how do I determine the wants, the desires, the needs from somebody? And so I take them through a series of questions, like broad based questions, pointed questions and direct questions and I always get the question, "Hey, John isn't a pointed question a direct question?", and not really. A pointed question just kind of gets more to the point and a direct question is literally right on the money. It's right when you're going for like the heart of the matter. And so if we can learn to ask a little bit better questions, what I can do is I can find out exactly what their needs are, where their pain is, and I'm not usually paying to like make that person really feel it 'cause who wants someone to like squeeze their wound, right?

Steve Larsen: Right.

John Ferguson: "Hey, you've got a cut there. Let me get some salt water and just start spraying it on there." No. Okay. But we need to know where the pain is so that we can move them away from it or motivate them towards pleasure and that pleasure point is what I'm after mainly, because we live in a day and age right now that everyone can see through the BS. Like their belief systems, not the other BS.

Steve Larsen: Yeah.

John Ferguson: Okay. But where there's so much on the internet, there's so much on YouTube, there's so much all over the place that we just want the information we need now, but we also wanna know that the individual that is working with us is gonna help us for us right, and really cares. And so, our method allows our closers to step into a role ... You know I wouldn't wanna say expert advisor because I don't think coaching closes. It's not something that I believe. I've had a lot of people go from the coaching industry into selling and when they coach, they can't close because they get so much information.

Steve Larsen: Yeah.

John Ferguson: The person is like, "Oh, this is great. I'm gonna go out there and do it." So-

Steve Larsen: Yeah.

John Ferguson: When it comes to our method, it's really just getting to the root ... It's human communication, man. It's just understanding what your goals and focus and expectations and you as the closer, knowing your product well enough, knowing your services well enough, that you're able to match what is needed and what is and what is desired with that individual in a way that they beg to buy from you. I mean it's backwards. Like if you wanna call it something, I wouldn't call it spin selling. Let's say backwards closing or something like that.

Steve Larsen: Right. That's interesting. Do you mind giving a few examples of like the kind of questions you would ask? I guess you and I meet on the street and I show a little bit of interest in what you're doing. What would you ask me?

John Ferguson: So here's the thing, I would first off ... If we're gonna meet on the street, like we're at Barnes and Noble or we're in some book store or some function, and I believe you have some type of an interest in my business. Right? So for instance, one of the easier ones out there right now is like health and fitness or real estate, it's a pretty hot topic. So what I wanna do is, I wanna just kinda ask you a broad question. Right?

Steve Larsen: Okay.

John Ferguson: So for what I would do is this, I really just kinda get in it, "So what do you currently do for a living?" Right? And someone's gonna say, "Well I'm a tractor driver." And I go, "Wow. How long have you been doing that for?" And they're gonna say, "Well, I've been doing that for 16 years." And I go, "Oh, man. You must love it."

Steve Larsen: Okay.

John Ferguson: And that answer right there is an answer and a question all at the same. Once, I'm slapping them upside the head-

Steve Larsen: Yeah.

John Ferguson: Going, "Wow, I love it."

Steve Larsen: Interesting.

John Ferguson: And then they're gonna say, "Not really." or they go, "You know what? It's not bad going through other people's junk. I just don't see retirement in it." Right? So you're gonna find out an answer ... What I'm doing there, is I'm trying to poke them a little bit without being rude and I don't wanna create a situation where I'm hurting anybody. But I wanna find out, "Okay. Where are you at? Like are you ready to move out of this thing or you're in dysfunction for what?" And if they say, "Look yeah, I hate it. I wanna get out. I've been stuck in it for a number of years." And then I'd say, "Well, fantastic." Right? "So what would you be doing?" or "What ... If you had a better opportunity, what would your life look like?" So what I'm trying to do is I'm giving some broad questions to find out where this individual may fit and I'm building rapport, but I'm gonna stay on an agenda. My agenda is to get them to a more pointed question on how I can get this person into my business now. So I'm ask, "So would you keep your ..." The classic, "Do you keep your options open for making more money?" I don't like that question.

Steve Larsen: Yeah, I don't either.

John Ferguson: I don't usually use that question because it's too weird. Like for me, it just makes me feel weird.

Steve Larsen: Yeah.

John Ferguson: So ... You know shower time. No. So what I gotta do now is I just say, "Hey look ..." I tell him what I'm doing. I say, "Look, I've been a real estate investor for 17 years. I'm looking for some individuals that might qualify to work with me in that arena. Have you ever thought about real estate investing as an option to make more money?" So I'm gonna get a little more direct, a little more pointed on my questioning and I'm gonna ask him right, and if they're in a real estate function or if they're in a network marketing function or I'm going ... So I'm never just going blind a lot of the times into ... just question people off the street. I believe that if you ... there's enough people out there that we can target the proper marketing to attract people on the front end, that by process allows me to help them through all the way to the backend in becoming a buyer.

Steve Larsen: Interesting.

John Ferguson: So pointed questions. If I was giving all pointed questions, I'd just ask him for instance, if that person said, "Yeah. I'm looking for something better." I say like, "How would you like to better your experience in life?" Right? And they're gonna [inaudible 00:11:16] what they wanna accomplish. Now I'm not gonna get into becoming their buddy. Okay. Those questions aren't gonna be for me to go okay, they say, "Well better life ..." They say, "Well, I'd love to travel more." And if I get into a discourse of, "Oh, I've been here. I've been there. Oh, my life because of what I've been doing in my business has allowed me to do this." I get into my like 30 minute pitch on how great my life is because of my business, I've just lost those guys.

Steve Larsen: Right.

John Ferguson: They don't care. Like they really don't care. What they care about is, is that you care that they care about what they want. I know that sounds a little weird, but that's what it is and if I'm able to say, "Oh, that's fantastic. I love travel too. I've had the blessing of being able to travel with what I do." And then follow it up ... That statement always opens up another question, "Where would you travel if you had the time and money? Like if money wasn't an option, time wasn't an option. If you weren't dumping trash, where would you go?" Right? And be genuine, like literally we've gotta be more interested. It's about questioning rather than dictating and I think that's where a lot of MLM upline don't understand. They came in the same way and they're like, "Hey, give me your story, give me your two minute blast." Just chase until the buyer dies, literally you're gonna kill them.

Steve Larsen: Yeah.

John Ferguson: Right?

Steve Larsen: Yeah.

John Ferguson: And so I think ... Today's day and age, if you're able to ask proper questions, you're able to minimize that shortfall and you're gonna be able to lead this person down and you're gonna be able to help that person. And in the meantime, you will build rapport faster if you stay on target with these types of questions, rather than trying to dictate, "Hey, your life is so much better." Find out about them, ask them the questions. It's gonna build so much intrigue in this person that you're asking these questions, you're giving these little mini statements, what I call little micro commitments or a mini statement of where your life is, or what you're loving about your current company and your current situation is you're growing than it will ever do ... You're just dumping a whole bunch of information on [inaudible 00:13:15]. I know a lot of people talk about that, but [crosstalk 00:13:17]-

Steve Larsen: You're saying [crosstalk 00:13:18]. So you're saying that it actually works to pay off and actually like care about people?

John Ferguson: Right, right.

Steve Larsen: Just real quick. I wanna just run through this real fast. So you're saying ... First of all, I love that you defined the difference kind of between a pointed question versus a leading question. You're not asking leading questions, your asking pointing questions. Right? Where it-

John Ferguson: Correct.

Steve Larsen: Where you're going out and you're saying ... you're saying, "Hey ..." I'm writing notes like crazy, just so you know. You start by saying, "Hey, what do you do?" And big broad question, trying to figure out where they fit like, "Whoa. You must love it." And like that is huge. Before you go on that, you're talking about yourself. You're like, "You must love it." And you say ... From there, there's gonna be a split, "Yes, I do." or, "No, I don't." And then from there, you kinda know where to take the conversation. Right? They're the ones basically ... You're just kind of guiding it.

John Ferguson: Correct.

Steve Larsen: The whole way. That's amazing. Okay.

John Ferguson: [crosstalk 00:14:12]. Yep. You're guiding the process and what you're doing is, you're leading them down this path to essentially want to buy from you. They want to enroll with you. Well they wanna continue to engage.

Steve Larsen: So where do you-

John Ferguson: The whole [crosstalk 00:14:24] psychology, right?

Steve Larsen: Sure.

John Ferguson: I mean everyone wants to be heard. Right? And so if someone's gonna listen, they're gonna keep telling you, but you have to guide that not down a road, "Hey, let's become best friends. We're gonna talk about what we ate last night and oh, I love pasta too." "No, I like fried ferret." Whatever it is, don't go there.

Steve Larsen: Right.

John Ferguson: Like try to keep a pointed ... And so, it's less about us now and it's more about what their needs and desires are and if they feel that they're getting their needs met and their desires met by talking to you, that's gonna draw them in to wanting to move forward, even if it's a simple invitation. "Hey, you know what? Sounds like you'd do really well with what we're doing. I'm pretty sure that you'll love it. Let me give you my business card. Let me get your information and I'll send you an email on XYZ. I want you to watch this five minute video. I want you to watch this 10 minute video and real quick it's gonna ask you a few more questions, it's to introduce you to my business and some of my partners. I think you're really gonna love it just based on our conversation." It kind of opens that door for you to do that initial interview, that initial quick introduction to your business, even if you're out live at an event. You're able to hand your card off, you're able to show them your website and it's less abrasive and they're gonna have more intrigue to go, "Wow. That was a really cool conversation. I don't usually have those conversations, so I'm gonna watch this website 'cause what those guys have might be something I've actually been looking for for a long time."

Steve Larsen: So from there-

John Ferguson: Whether they're looking or not, they're gonna wanna go look.

Steve Larsen: Okay. No, awesome. So from there, they're going ... I'm just ... I'm trying to outline it. So you go in broad, then you go in pointed questions and then you kinda go through ... you called it kinda the needs, desire sections. Right? Where ... And how long do you usually stay in that? I'm sure it's per conversation, but I mean how do you know when you're able to go out and finally drop the line of, "Hey. Let me get you my business card. Let me email you. Let me send you this five minute video." When do you know you've gotten to that spot that you can actually say that kinda stuff?

John Ferguson: So typically what happens is, is once I've asked enough of these questions, even before I get very direct, I might ask a direct question of an individual. I might say something like, "At the end of the day, you've influenced your family and you've won more freedom by working with us. Why did you do it?" And then they're gonna tell me and/or ... What's gonna happen even is, is we've been asking them questions so long that they're gonna get like I said, intrigued about us. They're gonna ask us what. They're gonna say, "So I mean it sounds like you've got something awesome going on. What is it you do?"

Steve Larsen: Yeah. What are you doing?

John Ferguson: Like who are you? Right?

Steve Larsen: Yeah.

John Ferguson: That's gonna open the door for you now to share that invitation. Right? You've understood their needs. Now this would ... We're talking face to face right now. Now if I was gonna be over the phone right, some of my advertising was through ... Like don't tell anybody, but I've done some of this ninja stuff on Craigslist. I've just posted a little ad that says, "Hey look, are you interested in XYZ? If you are, call me or if you are, respond." And this stuff works there too and obviously building funnels and posting those paid advertising through like Facebook and Instagram. All that works really, really well, but when it comes down to it, let's say you've got people in Nebraska and you live in California. What are you gonna do? Like how are you gonna meet that person face to face? They've just introduced themselves to you. They're gonna go through your phone, they're gonna [inaudible 00:17:40] your thing, but I like high ticket sales, and so I wanna help this person get the maximum of what's gonna help them.
And so the lowest product price point that we typically sell is about $2,000.00 and we do a little bit over the phone, and so if I'm ... I can run this line of questioning over the phone, I'll have a notepad right next to me writing the answers down as I go. So I can go okay, wow that's a need. Okay, wow that's a desire. Right? And so now as I'm asking questions, I can define out what my next questions are. When you get ... We're really good at these types of questionings. These types of questions, it will just come natural to you and it's just following a progressive line, broad based, pointed, direct, broad based, pointed, direct. And sometimes you'll ask a direct question and they won't wanna answer it. They may feel a little standoffish if you haven't done a good job of building that initial rapport, bringing them down the ladder. Right? No one wants to go from the 15th step on the ladder and jump down to step number one, like it hurts. Okay. It's kinda like dropping 150 feet with your buddy, filming it on Facebook and screaming until you fall, like I saw that video of you. That's nuts, right?

Steve Larsen: Yeah.

John Ferguson: But no one wants to feel that way without the bungee cord. Okay.

Steve Larsen: Right.

John Ferguson: So we have to take them down that ladder and sometimes you may have to come back up and ask a little more pointed questions to get to where you want, and then come back down to the direct question to the root of the issue of what their true desire is. So now, they're literally asking you Steven, this may sound a little bit more complicated than it really is. It's literally one or two broad based questions, one or two pointed questions and one very direct question. You'll have five questions and you have literally opened the door and they're literally asking, "So what is it you do? How long have you been doing it? Is there any information that I can have that I can talk to you about?" And if I'm doing this over the telephone, it's about an eight minute conversation. Right? I like to keep it about five to twelve minutes. Anyone out there who I typically find ... especially individuals putting this in their practice, as when we're teaching telemarketing teams or when I'm teaching a network marketing business ... Like I was just in New Jersey teaching 200 network marketers in the room in like a six hour session how to do this and the challenge was is asking less, but doing it in the right way-

Steve Larsen: Interesting.

John Ferguson: Because I think we have this desire to talk and what I found was a lot of people spent more time talking and trying to talk someone into liking your thing because you like it. No one cares why you like it, they just don't. What they care is why they might like it or why ... what will help them. Spend less time dictating and more time recording right, taking down the right information and ultimately they're gonna ask. They're literally [inaudible 00:20:36], "What's my next step? How do I move forward with you?" I've never had ... I've had people say that they've never had conversations like this ever in the network marketing world. Right? I'm sure a lot of your listeners right now are going yeah, I mean that ... People would just beat me up and just ask me, "Hey, come to my thing. Come to my thing. Oh, you're gonna love it. You're gonna get this. You're gonna get that out of it.", and it was just noise.

Steve Larsen: Right.

John Ferguson: Well just turn off the noise, ask them more questions and let them speak for a minute and guide them down this path to where they're literally begging to buy from you.

Steve Larsen: What's the golden that someone can ask you? Obviously besides, "Hey, where do I put my credit card?" But like what's the question that when you know that you have them, you know what I mean? When you know that this person's progressing and maybe that's probably the wrong way to say that, but when you know that they're following the process to the T and they're eating out of your hand, you know what I mean? When do you know?

John Ferguson: It's a number of things. It's a number of questions.

Steve Larsen: Sure.

John Ferguson: Typically, in our industry because it's sales, some of your listeners may have heard the title buyer's questions.

Steve Larsen: Sure.

John Ferguson: Really it's ... I like to call them intrigue questions, but really what it is, is they're asking you, "Okay. What's the next step?" That's it, like because it doesn't feel abrasive like a sales pitch or a sales opportunity, it's more of like an invitation. They're typically asking, "So how do I move forward with you? Like what's my next step with you? Do you have a meeting that I can attend? Do you have something that I can acquire now?"

Steve Larsen: Right.

John Ferguson: And so they're literally asking you at that point for the sale. Does that make sense?

Steve Larsen: Yeah, yeah. They're asking buyer questions, yes. That's how I think ... Absolutely. Okay. Intrigue questions.

John Ferguson: Yeah.

Steve Larsen: And so what would be your follow up at that point? Obviously you said, "Hey, go to the five minute video." or "I'm gonna email you." What's the preferred thing that you do with them after that?

John Ferguson: So depending on what I'm doing or depending on the organization that I'm working with, some of them have like an initial introductory video or an initial introductory meeting where they're gonna have to come sit down with you and meet with some of the other team members that you have, or they're gonna come out or they're just gonna stay at home. They're gonna watch a webinar and they're gonna go through this introduction to the company. So typically, I'm delivering them to some type of information that continues to build intrigue, but also delivers some information and it's what we call kind of a either a business orientation, a business briefing and that is literally our first few steps in this entire process. Okay, because at this point now, it's a presentation. Now we're gonna be delivering some of the information to continue that intrigue, but to deliver on what we promised, and then at that point, we're gonna take them to our closing process and it's literally a three step process. It's introduction, invite, presentation and then close. I mean that's as simple as it gets.

Steve Larsen: Wow. Wow. Now this is something that sounds like you're doing this like face to face and over the phone but not just for-

John Ferguson: Right.

Steve Larsen: Not just for ... It's fascinating because most ... especially phone scripts, right? Most phone scripts that I've ever used especially in the internet marketing space, kind of the other market that I'm in, right. I ... Typically, these kinds of phone conversations is something that we would do for more warm audiences and people who knew who we were and knew what were doing, and we were just there to kinda close them and guide them in the sale. But you're able to do this kinda thing to ... I don't wanna say cold, but people who you've honestly may have never met before.

John Ferguson: Yep. That's exactly what I do.

Steve Larsen: That's amazing.

John Ferguson: I don't like the whole ... I got my mom and dad and my cousins and sisters in my first couple of network marketing business.

Steve Larsen: Sure. Who didn't?

John Ferguson: And it [inaudible 00:24:21]. So I think all of the listeners have done that.

Steve Larsen: Yeah, yeah. Sure.

John Ferguson: They've tried that. So there's only so many family members you got right, that can buy from you and join your thing. So you have to go out there and build new relationships and the only way to do that is to either go out there and literally cold market, which can be a little more [inaudible 00:24:42], warm them up first. Right? Why not send them to an initial video? Why not get them to opt in to an advertising piece? Why not have them call you first? Get them knocking your door down first and then take them through these little bit of questions, take them through an introductory video or a webinar and then invite them to participate with you.

Steve Larsen: That's fascinating. This ... I mean is an incredible expertise. I appreciate you just kind of outlining that. I'm sure top level ... For those of you guys who don't know, I've been talking to you guys a lot about the program, Secret MLM Hacks that I've created and my team's in and we're selling also to any of those ... of you guys who want, we ... John is so good at this, that I pretty much begged him to come and teach a huge segment of this insider course as well. So those of you guys who are like, "Oh, man this stuff's so cool. How do I get more of that?" Well you a lot more of John Ferguson inside of Secret MLM Hacks as well and this expertise is incredible, John. How did you develop this? I mean this is not like a normal ... You know what I mean? I don't know many people who are doing what you're doing like this. In fact, you're probably one of the first ever in this kind of way. How did you get there?

John Ferguson: It was out of bare necessity. So let me give you some back story. My ... Just real quick some of my back story.

Steve Larsen: Sure. Yeah, please.

John Ferguson: I grew up in a home in Southern California. My father was laid off seven times before I was 17.

Steve Larsen: Wow.

John Ferguson: For most of my life growing up, I lived with my grandparents and my mom, my dad, my two brothers and I, my grandma, my grandpa and my great-grandmother lived in like a 1,500 square foot home in Whittier, California. It had three bedrooms, one and a half bath, and there's a need for four bedrooms there and so I learned a lot. One, I learned family, the importance of family and how hard it takes to work to keep a family together, especially when you're struggling financially, and I also saw that working a job wasn't for me, like I saw the struggle. My father worked three jobs at one time. They would go around cleaning churches when I grow up, and I was a little squirt running around at five, six, seven years old, taking the chalk erasers, smacking the board with them as my dad was finishing up wiping them down in the church and he'd have to go clean them up again. Let me ... Later down the line, I realized why he was a little upset with me but couldn't really freak out 'cause we're in a church. But I saw that level and so I decided to go to college and like most people, they're like okay, go to school, get good grades, go to college, get a good career.
So I took that path and I played basketball in college and I went up and dunked on somebody in a preseason game and I ruptured two discs in my back-

Steve Larsen: Wow.

John Ferguson: Blew out my knee and my ankle-

Steve Larsen: Oh, my gosh.

John Ferguson: And there was no way I was gonna be able to get in NBA and I'm sure some of your listeners were going, "NBA, yeah." I mean I was not gonna be able to play in the National Basketball Association because I had blown out my body. To this day I can't feel my left leg, like part of my left leg is like numb. My foot is a little bit numb because of that injury.

Steve Larsen: Wow.

John Ferguson: And so going to college, I mean why go to ... I thought at the time and no disrespect to anyone that has a diploma. That's awesome. You guys did it, you won it. Fantastic. There are careers that definitely need the execution, but for me at the time, I was like well if I'm not gonna get in the NBA. Right? That's the whole reason you're going to college, is to get in NBA ...

Steve Larsen: Right.

John Ferguson: I quit. I was like I'm out and so I got into the career world. I started working at a company called Hollywood Video. You know that dinosaur video place you used to go rent videos from?

Steve Larsen: Yeah, yeah.

John Ferguson: I wore the red cummerbund, I had the red bow tie. I was waving at people and within a short period time, it was about four and half, five years, I had risen from the ranks from just customer service representative up to a district manager, and I had 14 stores. I was running multimillion dollars for this company and I remember coming home from one vacation, we got five weeks paid vacation. I came home from one vacation and my beeper, like for those of you guys who don't know what that is, it's kinda like a little box that buzzes and beeps on your hip. Okay? So half the size of cell phones today and like three times its width, but I was coming down the mountain, I was up fishing and camping with my family and it goes off, like beep, beep, beep, beep, beep, beep. And I'm looking down at it and I'm going what is going on with this thing?
It was like 911*. 91111*. 91111 and I'm going what is ... Like something ... Someone had to have died in one of my stores. I'm freaking out. I call my manager, the VP over there area and he's like, "Where are you? You need to come in right now." And I'm like, "I just got off of vacation." And if you don't know the type of organization I was working with, it was like to go on vacation, you had to like ... I filled out the form and then the form had to be filled out by my boss and then the boss had to send up to his boss and then corporate had to sign it. They had to send it back to you and you got like five pages of documentation showing you're gone. Right?

Steve Larsen: Wow.

John Ferguson: So I get back ... Literally I got written up for being gone because one of my store managers got sick, the assistant manager couldn't come in to cover their shift in one of my stores. It's like an hour away from even where I live and my manager had to go in and cover the store for like 20 minutes. What I found was-

Steve Larsen: Wow.

John Ferguson: It's that I was climbing the wrong ladder on the wrong building and ... I mean at the time, I was the number one in revenue, I was the number one district manager in the company for holiday contests and sales. My teams were like at the top of my level and I had a lot of loyalty and at that one moment, I lost my 2.5% raise. Now think about that.

Steve Larsen: Two and a half percent.

John Ferguson: [crosstalk 00:30:28] I was freaking out about not earning another 1,600 bucks, 1,700 bucks a year.

Steve Larsen: Wow.

John Ferguson: Because I was only making about 80 grand a year and 2.5%, 2% of that is 16, 1,700 bucks.

Steve Larsen: Wow.

John Ferguson: And like to someone like that ... Like I look back on that like how did I survive? Right?

Steve Larsen: Right.

John Ferguson: But that's how it is. Like that was a good salary then and for me, I had to find another way. And so getting into this situation, I got into my very first real estate property, started becoming ... I became a real estate investor and I ... For two years, I spent a ton of money, like over 200 grand in trends and boot camps and seminars and coaches and I'd finally be able to ... I was able to quit my job and I got involved in a network marketing organization and I've never been involved with one before in my life and they said, "Okay. Go get everybody." So I go ... I get everybody I can get like ... I got like 30 people in this one meeting. I had 25, 30 people. The guy in the front of the room is rocking. Like he's up there, he's like telling a story and I'm watching all my guests and I'm in the very back ... The room is filled with like maybe 200 people and I'm like, "Oh, my gosh. I'm gonna make like a hundred grand tonight." Like it's-

Steve Larsen: Look at all this. Yeah, yeah.

John Ferguson: [inaudible 00:31:48]. Right?

Steve Larsen: Yeah.

John Ferguson: And I'm like, "[inaudible 00:31:50]. This is so great" and I'm looking around at everybody around me. I go up to my mentor, I tap him on the shoulder. I'm like, "Dude, check it out. I'm gonna get certified in one meeting. I'm gonna me a hundred grand, you're gonna make like 50 grand. This is sweet!" Like I'm so excited and I'm telling everybody and all the people that I looked up to in my [inaudible 00:32:10] network marketing business and have been involved with me a couple months and I'm like, "I've been working my guts out trying to get people in this room and this is gonna be so awesome.

Steve Larsen: Yeah.

John Ferguson: And at the very end of the night, most network marketing companies do this is, is, "Okay. Are you a one? Are you a two or a three? Are you an A, a B or a C?" Right? And all my people are like two or a like one, meaning that they're in! They wanna join and they got some questions, but they wanna join! I'm like oh, my gosh. How am I gonna handle all this business all at once? And so I grab like two laptops and I go run into the front of the room, I grab all my guests, "So you guys follow me." Right? Like the pied piper, you guys are all just getting. "Let's go!" And so I get to the back of the room and my brain is exploding, my heart's pumping out of my chest. I'm sweating profusely because I'm like, "Oh, my gosh. This is gonna be so cool." How do I not ... Like how do I hide my excitement? Right? [crosstalk 00:33:02]-

Steve Larsen: Yeah, to keep it cool.

John Ferguson: [inaudible 00:33:03]. It's like this rush, right? It's like drinking five Red Bulls at once.

Steve Larsen: Yeah.

John Ferguson: And so [inaudible 00:33:09], I'm going, "Okay everybody. For those of you who are the number ones, raise your hands again. Okay. Fantastic. I've got two laptops over here. I've got them open and ready to go. Just get your credit cards out. I [inaudible 00:33:20] to sign up [inaudible 00:33:21] here. [inaudible 00:33:23] got questions [inaudible 00:33:24]. Let's go!" Yeah. That's about how it was man. Silence. Nobody moved, like not one bit.

Steve Larsen: Wow.

John Ferguson: And you know I had the, "Oh, man. That's great stuff, John. I'm just not ready to move forward." "Oh, I didn't bring my checkbook." I got all the excuses and like when you go from such a high, like you're gonna win, right? Then you literally drop and then you melt and you're like about to be in tears, your face turns red and you're like, "Oh, my gosh. How did misjudge all this?"

Steve Larsen: Right. Right.

John Ferguson: That was the moment I knew that I screwed up and I needed to do it better and I had learned right then and there, that I didn't know enough about the people that I had invited to this meeting. That I was told what I considered a lie, was that just invite people, throw a diaper against the wall, some of them will stick, others are gonna slide down, and I realized it doesn't matter what you're throwing against the wall. It's just gonna leave a mess and so I knew right then and there, I needed a better system. I needed a better way to engage the right people and not just people. I knew that I never wanted to chase other people. I never wanted to feel that way again, where I had this pit in my stomach, not because of the success that I was gonna have, but because what did I just do and how did I look, and I just told everybody this was gonna be fantastic and I was exhausted-

Steve Larsen: Yeah.

John Ferguson: Because I worked so hard, not one person purchased man, not one and that was the day. And I went in I started ... we're finding the systems and we're finding how I ask people questions and I read every sales book I possibly could and I wasn't finding the information in there. And it was difficult and I started with Rich Dad organization, I started working with some of these telemarketing teams and learning what they did on the phone and how they sold coaching and mentoring and packages and I literally just went into the trenches for a couple of years. And I took what I learned from speaking and training and teaching in the network marketing industry in front of these big rooms and what was going on behind the scenes with a lot of these organizations selling trainings and services and products on how they were enrolling people at these higher levels. And it just ... It just ... They had a baby dude. They had a baby. I'm gonna take this and I'm gonna take that, it was like a mad scientist, Frankenstein, let's just put it all together and over the years, it came out fantastic and to like ride it off of the wings.
And I don't really like to like talk about myself a lot, but in this instance I need to and I don't like the phrase ... I hate this phrase and maybe you do too, I don't say this to impress you, but to impress upon you. I hate that phrase, like just tell us the truth, you're trying to impress us. Right? And so I hate that phrase-

Steve Larsen: Brag about yourself John. Let us know, let us hear it.

John Ferguson: Yeah, man. So it's time to impress you. So I'm telling this so you are impressed by some dude who grew up in Southern California in a box with his entire family, looking like Charlie from the Chocolate Factory, who was able to make it out of that world just by sheer bull dogged determination. I wasn't smart, I just gathered all the stuff, mixed it up in the blender and poof. I joined a network marketing company a few years back and I said, "Look, I have test this method and I'm only gonna be using my method. I'm not gonna be using anything else. I'm gonna con ... I'm gonna throw out some bait. I'm gonna throw out some advertising and get people calling me, and I'm gonna see if these people that I do not know, I can put in some information with ... through a webinar, through testimonials, through Craigslist ads, and let's see if I can build a rapport well enough just with this system, but it works." I started that in the network marketing company, I think it was about November, when I actually started selling and advertising, and by the end of the year, I had taken their sales contest. I was number one that year. I was inducted into their ... Like a lot of you guys know like the Diamond Club or the President's Advisory Council of [crosstalk 00:37:33]-

Steve Larsen: Right.

John Ferguson: Literally inducted into that crew and people were upset.

Steve Larsen: Right.

John Ferguson: Because there were people who worked all year long in the network marketing business and they hadn't closed enough sales to make it. Like I remember I had beaten one of the ladies who did a phenomenal job. She's a wonderful person, very good dear friend of mine now, who I've had the opportunity to train and teach her teams this as well. They had done great but I only won by like six grand. Like my revenue was ... It was that close. But with only having a couple of months to finish off this ... the contest by the end of the year to go to their national convention and at that point, I knew I had something different that you could use on the phone, you use in person. That an influencer can use to sell coaching, that you can sell products, you could sell water, you could help people [inaudible 00:38:23] literally a [inaudible 00:38:25] individuals [inaudible 00:38:26], 'cause we know that people don't like what they need. Right? We know that. Like if you just give them the needs like, "[inaudible 00:38:32], like I know I need to take vitamins but I'm not choking the horse pill down." Right?
So how do I give them the desire? How do I fulfill the desire and the need at the same time and then wrap it all up into a bow to where they're begging me to buy? And that's what this is man and that's what we've developed and it has shrunk the time it takes for me to work with people. I work about 20 hours a week now in what I do and the rest of the time I spend with my family man and I like to invest in real estate still. I like to buy properties, I really like helping people, I like traveling and speaking and running masterminds, and that's it dude. I mean that's kind of the evolution of this process. That's how I came up with it and I can't a 100% credit because I learned a lot in these different organizations from different people, that had little pieces. Right? I think that's we do as entrepreneurs-

Steve Larsen: Right.

John Ferguson: As influencers. We've been influenced ourselves to actually go out and influence and so for me to take credit, I'm not a self made millionaire. Okay. It's a team thing, whether it's a book that you've read from someone who has passed away, passed along that knowledge in that book or that audio course, or the mentors that you've continued to have and the friendships and the relationships. Like I've learned a ton from you Steven, like a lot of what you've taught has helped even this process succeed in greater-

Steve Larsen: Oh, cool.

John Ferguson: And the other businesses that we own. And so like I think that the more people understand how connected that we are, the whole lot easier that everything becomes and it's less about closing and it's more about connecting and getting people to desire what they need, than shoving it down their throat. So hopefully the answer's there. I went on a discourse man.

Steve Larsen: I love the discourse, but it's so true like that whole phrase, we all rise together. To me, for some reason that always seemed a little bit cheesy but the longer I've been doing this, the more I've realized the exact same. It's like look, I did not get anywhere on my own, like it's all ... We all do it together, we have to. If you try to do it on your own, you actually will drown. Anyway, I ... I'm so thankful for what you taught here and it just ... I think the listeners are gonna love it. Guys if you have, please reach out to John and say thank you. You can learn more from him as well. Where can people find you, John?

John Ferguson: The easiest thing right now to do is I like to connect with people. I like to see who you are, what you're doing in the industry and one of the greatest tools right now out there Facebook. I'm on Facebook, you gotta go by my real name John Albert Ferguson. I know, it's not just John Ferguson. I got the big Al from my dad. So John Albert Ferguson on Facebook and it's real simple. I've got my personal profile and I got my page, and my page ... You can hit me up in the messenger and if you need some help, I'd love to spend about like a 15 minute consultation with you for free. No charge, just to kinda see where you're at, what you're doing, maybe we can unlock a few things and help to implement it and if it's something we wanna work together, you'll be on that, fantastic, and we'll find a way and we do coaching. I do mastermind, such like that, but really I wanna provide value first, and what they're gonna see too Steven, is I love real estate investing. And so you'll see a lot about my real estate and things I do and as well as my coaching and training and speaking within the sales and network marketing arena.
So I think that's probably the easiest thing to do man, is just so they can get a picture of who I am, like my family and what I do. I think that one's the biggest thing, is in this industry I think a lot of people don't sell, they don't close. They can't because they feel they have accomplish some level of success before they can introduce their thing. Right? Well let's say I've got this bottle of water here that's gonna change people's lives. Right? Well maybe it's you're first week and your life hasn't changed yet. It doesn't matter. It doesn't matter. You can poster the water, you can your upline, you poster just the experience you've currently had in the last 24 hours of being involved in an amazing community of people and enough is enough. Don't have to be right now and I like the whole act as if thing, but why not just be you? Like be yourself.

Steve Larsen: Right.

John Ferguson: Like are you going to allow somebody into your house with dirty, muddy shoes? Probably not. You're gonna ask them to take it off. Are you gonna let just anybody join your thing? Probably not and you shouldn't. Like if you're like, "No. Yeah. I will. I haven't made a sale so I gotta close somebody. Like if anyone wants to come in and give me money, they're in." No. That could be way more headache.

Steve Larsen: Yeah. No way.

John Ferguson: That would be ... It's not worth the headache. You wanna retain the right people so they can build the right community with you and you'll have a whole lot more fun. Like the money doesn't matter. You'll make more money being happy and enrolling the right people than you will trying to get other people just to buy-

Steve Larsen: Amen. Amen. We need that on t-shirt and a mug. That was good. Yeah, anyway. I appreciate that. Sorry to cut you off there.

John Ferguson: [crosstalk 00:43:32].

Steve Larsen: You were on a roll man. I'm loving the dialogue. This is awesome.

John Ferguson: Yeah. No, we're good.

Steve Larsen: Hey ... Thank you so much. Hey guys, go check out John though. Go to ... Go to his Facebook page. He's doing ... What ... You said working 20 hours a week, which is awesome. Obviously walking the walk, talking the talk. You know what you're doing and for me it's been fun to look around and go find out like, "Oh man, who were the ones in MLM who are really killing it? Who are ..." and not ... Meaning they've actually figured out a system and you clearly just over and over and over pop up as like one of the most expert individuals in this space and this area and I'm just so thankful to have you on the show. Please go check out John though at Facebook, connect with him. You can do a 15 minute consultation with him. For those of you guys who are jumping in Secret MLM Hacks, you also got an awesome training module from him as well. John, thanks so much for being on the show today.

John Ferguson: Yeah. Fantastic. It was a pleasure. I really appreciate it and love what you're doing, Steven. You got some amazing things happening for your listeners and Secret MLM Hacks rocks. I mean if your listeners haven't joined that yet, you need to because that is what we're talking about today, is really engaging the proper people with the proper solutions that are geared towards their desires and their needs and you're laying it out there in plain speech that anybody can implement. So yeah, I'm just glad to have been a part ... a smart part of this and helping your audience succeed, man.

Steve Larsen: Oh, man. Thanks so much. Appreciate it and thanks everyone for listening.
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62: Chat With John Ferguson... - Secret MLM Hacks Radio