Tom: Awesome. Am I Unmuted?

Mary: Hi, let’s get started. Let’s get this party started. This is Mary Starr. We’re in lecture mode right now, as many of you know. Get on the webcast. Make sure you can still hear me because I feel like I’m … Okay, I’m on. I always get nervous at the beginning here with these new phones. We’re going to do lecture mode. We’re going to ask… I think my cohost is there. Yes, I hear him breathing. Great. Let’s get started. We don’t want to waste a minute of today’s call. Please make sure you grab your pen and paper, tablet, however you want to take notes because you really do want to take notes tonight. In fact, I’m going to recommend that you’re going to listen to this call several times because literally if you paid for the information you’re going to hear tonight, you would spend hundreds and hundreds of dollars. But if you actually use what you learn here tonight, can help you change your business and your life. I’m going to have my amazing business partner and husband, Jay, introduce our main speaker tonight.

Jay: All right, thank you, Mary. Thank you everybody for joining us here. Real quick, want to share with everybody how this call actually came about. After working part-time in Young Living for about a decade, I left my corporate American job and my 80-plus-hour-of-week job to work full-time in Young Living. Mary and I both have been so blessed with both our Young Living team in the commission check, but our personal enrollment in the business growth was extremely slow. Here we felt all the success, but we felt totally ill-equipped to get people started and have them grow rapidly. We were nowhere near our potential. We basically blanked out on the fundamental things that we should already know. Frankly, we were stuck in a rut in our business. I started praying. On this trip especially, I had a lot of time when we were driving and in between hotels. Just praying for a mentor and a coach that could help me and help us in our business and really break through. When you ask, God answers. God opened the door to us first to convention when we were chatting with one of our dear friends, Judy Bealing. Then we talked to a Jen Crippen. They both had really great things to say about Tom Challan. Ironically, Tom and Kim – we’re all friends from years ago from other events. Not only did we know them personally, but we knew that they were rock stars, and they’re the real deal. Tonight’s presenter is a personal friend, mentor, and now coach. Tom Challan and his wife Kim have been in network marketing for over 15 years, and they’ve seen some of the greatest heights and position in their company, but they also had some amazing failures. But it’s because of these wild successes and awful failures that they’ve learned to grow to their current success while keeping priorities with their faith in the family. They know how to make the most out of their hours into work the business. Tonight’s call is going to help you get out of a rut, stop the frustration, and begin to the beginnings of your system of success that’ll not only drive you to win like our current contest, but also make many more positive changes in your lives and the lives of others. So with that, I give you Tom Challan.

Tom: Awesome. Am I unmuted?

Mary: Yes, you are.

Tom: Okay, awesome. I love you guys. I’m just so grateful to be here with you. Thank you so much, Jay and Mary, for having me on this call tonight. I’m just honored. I’m honored to be here. This is different. I’ve been coaching now for eight years, but I have to tell you that I have an incredible love – after working and having incredible conversations with Brenda Schuyler and with Jen Springer now, right? Jen Springer. And Monty of course and of course you over the years, and many other people like you mentioned – Julie and Angela Brooks and so many amazing men and women that are part of your company. I feel like I’m already a part of your company, like I understand the heartbeat of how this company was created and what it’s done and the struggles and the frustrations, but also the success. I’m most excited about where you guys are going. You two in particular are amazing leaders, and that’s why there are so many people that showed up here. The call is definitely a capacity. Unfortunately I’m sure there are people that are only going to be up to listen to this during the recording. If you have people that are not able to get on and their texting you frantically, the only way you’ll be able to get them in his listen online, or they can listen to the recording of this call.

I’m going to share with you a story as we’re joining here. I’m going to share with you a story on how to… It was kind of funny putting together… We were talking about – what are we going to share tonight? What are we going to title this? It’s how to get unstuck. Some of you are like “Well, I’m not stuck.” Let’s talk about that. How long have you been at your rank? How long have you been there? Some of you may say you’re flying through the ranks all the way to the very top, to crown royal. You’re already flying to the top. Maybe there is a small handful of you that say “You’re not camping out at diamond. Do not camping out at any of the different levels. You’re flying past it.” Maybe you’re not stuck at all. But in coaching for eight years and building teams, many teams, I know that many people unfortunately they get in their own way. They get to a place where they may not think there stuck. They may not admit they’re stuck, but unfortunately maybe they’re and they need a little bit of a love kick in the tush. That’s my goal tonight, is to be a coach, to share with you what I identify in many people. I’m going to bet that a lot of you are going to relate to exactly what I’m going to share tonight.

How did I get here? I’m going to give you the very quick story tonight because I want to get into the meat and potatoes of this call today. I got here over 20 years ago. I started off in this industry as a very young… in my early 20s. I’m now 42 – my wife and I both. We’ve raised four kids in this industry, been making a multiple six-figure income almost every single year in building businesses here. But I reached a point after about eight or nine years in this industry where I was stuck. I was stuck because I was a workaholic. I was stuck because I was burnt out. I was going through even a point of depression that I never thought I would be. I was reaching a point where wasn’t feeling that drive is much anymore. How many of you can relate? Have you ever felt like you just don’t have that drive, that feeling like when you were brand-new and you just got involved in Young Living? You were young, young in the company at least, and you were just filled with ideas and goals and dreams. Then over time it’s like… Certain things and certain life circumstances with people or maybe challenges with Young Living as a company, which is normal, happens.

Well, that happened to me. I reached a point where I was so burnt out of this industry. I literally didn’t care how much money I could make, and it showed in my results. Unfortunately the company I was with went out of business back in. I was at a point where I was spiraling out of control. I was way overleveraged with all my expensive cars and lifestyle that we couldn’t afford any more. I reached a point two days before Christmas where… At that time, I had four little girls under the age of 4 years old. My eldest daughter, Morgan… I can always remember this like it was yesterday. She was pulling on my pant leg, and she said “Daddy, where they taking our cars?” We had our second car repossessed just before Christmas. It was that moment where I created a new way to do network marketing, a new way to build, but to do it while having more leverage to do it while having high results from a recruiting perspective and learning what type and what’s just fluff and – I’m just going to say it – BS. What is the bottom line to being a great recruiter? What does it really take to duplicate? What does it take to retain? What does it take to wrap all that together into a rocksolid culture? That’s what I want to share with you tonight.

Here’s what happened. I did that system, this very simple system that I’m going to share with you tonight and how I had a breakthrough at being stuck. As with a company that was in business for 18 years, and I’ve got a make a note – Tesla. The company’s been in business for 18 years. It was publicly traded company. It was a pretty big-sized company. My wife and I became the number one income earner in 10 months. We compounded with our system faster than all the traditional networkers, all the people that were leading only with product – which isn’t a bad thing by the way – with all the people that were passionate about the product. You want to know something? I actually got a lot of criticism. I got a ton of criticism from people that used to say “You don’t care about the products. You don’t care about helping people from a physical perspective. All you care about is just teaching people how to make money, money, money.” You know it was interesting about that? I had more customers in the top three people combined. In essence, even though I wasn’t individually bringing in customers every single day, I had the most customers. Personally I had a ton, of course, still; but really in my team, I had a ton of customers that their lives were being changed. I’m going to share with you how you can do that.

I’m going to share this right now. You’re in a good place right now in business. Of course again, I know you’ve gone through some road bumps. Those of you that really embrace what I’m going to share today are the ones that I believe are going to be able to push past those road bumps. Things change when you become a billion-dollar company. You are one of the few companies that are a billion-dollar company. I’m going to tell you something from an outside perspective of someone who, again, is very experienced in working with multiple companies behind the scenes – talking to the owners and hearing the locker room chat behind-the-scenes of really what’s working in the company and what’s not really working. I am here to tell you Young Living is probably one of my favorite companies in the world. Here’s why – you’ve built an army. There are people on this phone that have slowly and steadily, with a lot of hard work, built up a loyal customer base of people. Over the many years, it’s turned into one of the highest retainable product lines of our industry has ever seen. It is remarkable. That’s why you are a billion-dollar company. But you want to hear some statistics? What I study in the industry, of the few companies that have become a billion-dollar company, the biggest wealth wasn’t created in the billion. The biggest wealth was not created in the first billion dollars made. It was three times more wealth was created from going from 1 billion to 3 billion. That’s where the compounding really started to happen for really large generational wealth of the companies that I’ve studied over 20 years that had done it. My job tonight and for the rest of this call is to kind of get into the meat and potatoes. Hold on tight. Grab a pen to paper. Let’s dive into how to have the biggest breakthrough.

I do want to start with the foundation because many of you maybe this is your very first time hearing me. I’m going to give you my system right now. My system was this. I asked myself – I looked in the mirror one day when I was going through my pity party and had my cars repossessed. I’m like “Okay, what is the raw, bottom line if I was to do this every day – how do I have a breakthrough? How do I grow my business?” To be honest, I didn’t know if it would work. I said “Okay, what do I do? How do you make money in this industry? You talk to people.” That was number one. Okay, this is going to sound so simple, but I’m telling you – very few people do this. Very few people do what I’m about to tell you right now. This is the foundation. Number one, you talk to people.

Number two, when you talk to them – I’m going to share with you some tips on what to say to them – you send them to something other than you preferably. Again, I know a lot of you do one-on-one and oil parties, and I know exactly what most of you do or many of you do. But preferably for fast duplication, you send those people you talk to, to learn about the oils in the business by sending them to a message, a presentation – whether that’s online or whether it’s locally. It works both ways. That’s number two. Send people to something where they can watch a presentation – or one-on-one. That’s fine. Again, not ideal in fast duplication, but still proven to work over a long period of time. We will talk about that here little bit more. So number two is to send people to a presentation.

Number three is to get people started. That’s it. You talk to people. You send them to presentations – online, off-line, locally, or virtual, or in a group. It doesn’t matter. And then you get them started. You do this… Are you ready? You do this 80 percent of the time. This is what my mentor, Danny, used to drill in my head. I said “You know what? I’m going to do it blindly for one year and see what happens, but I’m not going to sacrifice dinnertime most nights. I’m not going to sacrifice working on Sundays. I’m not going to sacrifice missing my kids’ birthday parties anymore. I’m not going to sacrifice and do it. I’m going to find a way to be ultra-productive in a short period of time and get rid of all the other fat.” The reason people stay stuck and the reason why some of you may be stuck… If it was that easy, why doesn’t everybody do it? That’s the big question but why doesn’t every single person on your team talk every day to people, depending on how much hours they have? Whether it’s an hour… They only have an hour to work their business. Maybe the only have two hours to work their business. Maybe only 30 minutes in some situations, or maybe only those few precious hours per week your team members have to work the business, and what many people do that gets them in this extreme stage of staying stuck at the rink that they’re at for a few weeks or a few months.