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Written by the Master Distributor, Justin Harrison, Get Off the Bench: Vital Behaviors in Life and dōTERRA is a fantastic guide to help you build and grow your dōTERRA business or any network marketing business.
Get off the Bench: Vital Behaviors for Success in Life and dōTERRA by Justin Harrison
Buy the “Get Off the Bench” Here
Download my notes here Get off the Bench.docx.
My Review
This is a great book for anyone to be successful in network marketing, especially doTERRA. The book is very doTERRA centric and tells Justin’s story how he encountered and fell in love with the network marketing concept, got involved in doTERRA, and all about the skills and philosophy he recommends for success in this field.
I don’t think this book is still in print. Although it is replete with stylistic errors and could use some organization and revision, it is packed with all the valuable insights you need and from a very successful person. Justin Harrison was involved with doTERRA many months before they even had product, so from the beginning, he has built an awesome business and as of this writing, he is a Double Diamond in doTERRA and regularly provides training throughout doTERRA.
Here are two trainings Justin recently did at doTERRA:
I reviewed what appears to be the first edition, which contains some elements that are now not in harmony with doTERRA’s compliance policy. There appears to be a second edition now, but the chapters look exactly the same. The book was published by My Oil Business which is now Oil Life.
I would like to personally thank Justin for making such an amazing resource. I have incorporated many ideas and concepts into how I do the business.
Breakdown Of The Chapters
Justin just simply tells his story and shares with you everything that is key to his success. He basically says that this book is a compilation of all the training he gives in doTERRA.
Introduction (his story)
Justin was born to a good family and hard working parents. He was introduced to network marketing early in his life and fell in love with the idea. He had some difficulties getting going at first and even met with some discouragement, but kept at it. Success was erratic. Working for 5 years to grow his business, he made some headway in the industry before everything fell apart.
The business Justin was selling for closed its doors when it crashed. This was indicative of network marketing companies in the past. Some just became top heavy. He explains that the pyramid is not the problem, but poor management. He was back to a team of only him and his wife, bankrupt, and finally had to take a normal job.
He was working for an essential oil company on the corporate side and for the longest time just wanted to get back into network marketing. One day while playing basketball at church, his son said, “Come on, Dad. Get off the bench, and get in the game!” His son was talking about the game, but he took it as a call to action in life.
He heard rumors of a new network marketing company also selling essential oils, but he couldn’t get any information from them because of non-disclosure and no-solicit limitations. He wouldn’t be able to learn about the opportunity while he was working for the other essential oil company. So, eager to get back into network marketing and trusting in the integrity of those who were rumored to be forming this new company, Justin took the leap, left his company only to find out that the start up was not ready.
All they had was an idea, a box of samples, and a few very passionate people. The product was great, the owners made big sacrifices and after the product launched the company experienced record breaking growth. Seven years later, it became a billion dollar company and the largest essential oil company in the world. Amazing story.
Simplicity
Nothing here is complicated. Success is very simple, but simple does not mean it is easy. Principles are easy to apply, but they are also easy NOT TO apply. Putting them into practice consistently, is the key to activating them.
People naturally mistakenly think that if things are simple they are not as intelligent as things that are complex. Truth is simple according to Justin, but it’s our emotions that make it complex.
The solutions is to steadily repeat a few simple things over a long period of time. And to get started today.
Three Essential Traits
A network marketing company or product needs to have three essential traits:
- Unique – You will be more successful at helping people take advantage of the product if there are few competitors.
- Desirable – People need to want the product. It needs to fill a need, want, help them solve a problem, meet a goal, or relieve some pain in their lives.
- Consumable – For the idea of residual income to work, the product needs to be consumable. That is people must keep coming back for more. Your customers never leave the pool of potential buyers.
Principles are timeless, and making sure your product and company meet these three requirements will help you on your path to success. doTERRA has all of these. The product is king, that’s where the value is. These elements will lead to a high retention rate and help you explode your business.
Vital Behaviors
The “How” of network marketing is not as important as the “Why”. If you have a good reason or “Why” the “How” will always work itself out. Remind yourself of your reason often. Then your “How” will come.
Your “How” will always have three elements:
- Use The Product – You must first use it. Makes you knowledgeable, sincere, genuine, authentic, and … honest. You are better able to represent a product you are passionate about. How do you learn to love the product? Use it. Learn as much as you can about it.
- Share The Product – Open your mouth. Success is directly proportional to how much you share. It may not be easy, but it is simple. Be prepared at all times to share. Be ready for when people tell you, “no”, and for when people are open. There will be many who accept and many who don’t. The rest is math. Just keep on sharing and the numbers of people who accept will grow.
- Promote Events – Get people out to events. Avoid calling them meetings or parties, because these come with expectations that are not met during the event. Use the word class, workshop, or event. Get people there and educate them.
Inviting To Events
How do you get people to your event?
- Earn Their Interest – Make the event interesting. Sell the benefits and what they will get from having attended. Offer incentives. Create a sense of urgency
- Build Commitment – Get people to commit to come to your events. There will be people who will accept no matter what, everyone else needs more. Let them experience the product. Give them a sample through stories. Educate them on how their life will be better if they come.
Presenting
What do you do when they get there?
- No Fire-Hosing – Make sure you only give people the basics when they come.
- Seal The Deal – Close the sale. Avoid words like, “join” or, “sign up”. The word, “Membership,” works very well for most people. Extend the invite, “Would it be okay if… we set up your wholesale membership tonight?”
- Choose You Words Carefully – Use phrases like, “You know how…”. Assume or recall knowledge. Share in a non-threatening way.
The Art of Not quitting
Quitting is easy to do. It is also easy not to do. Remember your “Why”. Diagnose and intervene. Keep yourself and others engaged and re-engaged. The desire to quit may come often, but you don’t have to act on it.
Justin tells the story of the doubling penny. If you stick with it, the slight edge principle says that your efforts will compound over time, and you will have a fortune.
Duplication
Make sure you are doing the basics of using the products, telling others about it, and then simply duplicate yourself. There are things that can be duplicated and things that can’t. You can still do the things that can’t be duplicated, but you must teach others to do the things that CAN BE DUPLICATED. These things need to propel them to success without any of the complicated stuff.
Your goal is to build a big and happy customer base. Resist the urge to front-load people with products. You want people who are converted to using and purchasing the product for all time and far into the future and to share with others the same, too.
Get in the Game
If our life is not where we want it to be, then we need to get it there. You must first be the right person. Begin with you.
Enroll everyone you can and give the opportunity to them all. Rarely will you find the perfect builder. Most likely you will need to help an imperfect person learn and grow. Someone who is already successful may not have the motivation to start a network marketing business from scratch and build it up. It takes time and hard work, and yet it is enjoyable, so invite them too.
You must be a leader. Learn the skillset that will help you get to where you are going. Be willing to stretch and grow and develop the good habits.
You will need to leave behind the “wrong” people. Many of the people you enroll will just be customers, and that’s okay. Others are just not wired for business.
Every New Team Member Needs Three Things
No matter who you bring on to your team (in terms of builders), they will all need three things:
- Information – There is a large body of knowledge. Make sure you get them just the right knowledge that they need. Do some finding out what they need (they won’t know, but you will after you talk to them). Overcome the fear that many have of needing to know everything before they start.
- Progress – Help people see the progress they are making even though they may not have tons of people on their team, yet. Help them see their personal progress and help them count how many people they are working with. Count all the evidence that the business is moving forward.
- Profit – For most people this is money (but there are a select few who are looking for another benefit). The cool thing about this business is that you can make money the first week. Whatever your new builder is hoping to do with this business, help them make money.
A note on profit: profit = revenue – expenses. Make sure people know about expenses and only make investments in their business that will bring revenue.
Confidence breeds success and practice brings confidence. Get these three needs met in the first month, and this new builder will likely stick with it. Confidence is the key. Help people see the vision, and give them evidence that the vision can be brought into existence.
Master Your Universe
You can’t control the universe, but there are many things that are within your control. Your first step is to take control over your thoughts, feelings, and actions. Recognize that you don’t have control over the choices of others; you may have influence. But you only really have control over yourself.
You can control whether you talk to someone or not, whether your organize and promote classes, the texts and emails you send or don’t send, and whether you order or work on developing yourself.
Personal development is the key to keep you growing and learning. Take advantage of training and personal development works. Read at least 10 pages a day. Set aside time to improve yourself and over time, you will improve.
Make sure you pay yourself. Keep some of the money you earn to build your wealth and investments. Reinvest into your business with incentives, travel, advertising, promotions, events, and marketing things. Use your money to make more money.
One common difficulty people have is transitioning a hobby into a business. Stick with it. If you are the primary wage earner, it might take a little more time because you still need to make money while you build the business.
You might feel like you are alone in the business if you don’t have the support of your spouse or family members. The problem is not new. There have been many there before you. Don’t try to educate your spouse and win them over, just express your desire to do this and work to achieve self sufficiency. If your spouse needs a product experience, help them have one on their own of their own choosing. The principles here are family unity, love, allowing others to have space, forgiveness, and expressions of appreciation and gratitude for even the smallest of things.
Be the Messenger
You need to be the messenger and not the message. Sometimes we really need people to think highly of us and make us feel important, and out of that need we try to appear all knowing and become the source of knowledge for others. This creates something that is not only not empowering, but also not duplicatable. Humble yourself, get out of the way, and be the messenger not the message.
Benefits
Network marketing is an amazing opportunity. Some people are not ready for it. Some just want a steady paycheck. The business opportunity may not be for everyone. Most of the people you enroll will only be customers (~80%).
When educating people, remember that features tell, but benefits sell. Features are what the product can do. Benefits are how the product can help you get something you need, want, or desire. Stories help people see the benefits in an easy-to-apply-to-their-situation way.
Distraction
Remove distractions from you life. There are a lot of good ideas that you will encounter in your life. You just need to be clear on your priorities. Families are a priority for most people, but they can also be a distraction. They can help you or make your path harder. Work with them and do your best to harness their strengths and mitigate their resistance.
Leadership
You must become a leader in order for you to succeed. A leader is just someone who has followers. You appoint yourself a leader when people begin to follow you. Leadership, however, has less to do with managing others and more to do with managing yourself. Set your team culture. Set the example. Be the vision keeper. Provide value, and actionable content and instruction. Be loving.
Presentation Skills
Presenting is a skill. The more often you do it, the more comfortable you will be with doing it. Your comfort zone will expand. Some will reject you, but more than not people will be open to you. Be passionate, but not fanatical. Be authentic, palpable, and credible, so that people can trust you and connect with you.
Work on all the elements of a great presentation. Pay attention to the needs and the instruction level of your audience. Make sure you are giving them ONLY the instruction they need. Engage their five senses. Appeal to their sense of credibility.
Employ an expert to teach for you if you are teaching family or friends. They will believe a complete stranger sooner than someone they have known for their whole life.
When you have someone teach for you or you teach for someone else, use edification. The host should always introduce and edify the presenter. This extends trust and gets you to where you ned to be.
Your Turn
Now that you have these tips and solutions form Justin, it is up to you to apply them. Don’t quit. Keep going and be consistent in your efforts. I won’t necessarily be easy, but it’s simple, so keep it up.
Diamond Tips
Justin included some tips from doTERRA Diamonds in his circle. Here is a synopsis of their advice:
- Get outside yourself
- Truly seek to serve others
- Be who you are
- Be teachable
- Teach duplicable classes
- Keep classes simple
- Care about people
- Determine your “Why”
- Know what you want
- Align with encouraging people
- Help people get what they want
- Nurture relationships
- Be genuinely interested
- Create friends for life
- Be persistent
- Be consistent
- Be kind
- Be courageous
- Be humble
- Get out of your way
- Serve others
- Keep going
- Educate yourself
- Be determined
- Really want to help
- Meet people where they are at
- Heal physically and financially
- Feast on words of inspiration
- Build relationships
- Show up
- Connect with people
- Make people feel valued and inspired
- Believe
- Be grateful
- Simplify
- Don’t waste time reinventing
- People just need the basic info
- Point people to a good resource
- Everything duplicates (good and bad)
Suggested Reading List
- Making the First Circle Work by Randy Gage
- The Slight Edge by Jeff Olson
- Think and Grow Rich by Napoleon Hill
- The 7 Habits of Highly Effective People by Stephen R. Covey
- The Richest Man in Babylon by George S. Clayton
- 21 Irrefutable Laws of Leadership by John C. Maxwell and Stephen R. Covey
- Beach Money by Jordan Adler
- Start with Why by Simon Sinek
- Millionaire by Halftime by Presley Swagerty
- Be Our Guest by Disney Institute and Theodore Kinni
- Smart Couples Finish Rich by David Bach
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