Network Marketing Journey

Some time ago I wrote an article called, Passion for Significance, about Mark Sanborn’s book, The Fred Factor. That article would go on to be featured in his eZine but I never got a chance to speak with Mark himself.Then on October 15th I received an unexpected email.

It was Mark, thanking me for the article … well over a year later.

I replied back to his email teasing him a bit and started a dialog. It proves just how funny technology can be, because as it turns out, the email had been written all those months ago but hadn’t gone out as it should (it got cached).

A year and a half after I wrote the first article, Mark and I started talking and thats when I asked him if he would honor me by doing an interview. And I’m happy to say he accepted.

Mark is a tremendous author, speaker and his insight and advice regarding leadership is priceless. I’m absolutely thrilled to present the following interview to you today.
Enjoy.

Tim: Could you describe your business operations, your services and/or products in detail?

Mark: My company, Sanborn & Associates, Inc. is dedicated to developing leaders in business and life. I do that through the 70-80 speeches I give annually and the books and learning resources I author. In addition to my last two books, The Fred Factor (www.fredfactor.com) and You Don’t Need a Title to be a Leader (www.youdontneedatitle.com).

In addition, we have DVD training for each of those two book concepts and an online learning tool called The Fred Factor eCoach. I write and speak on leadership, teamwork, customer service and remarkable performance.
Tim: Tell me something about who Mark is? Perhaps something nobody else knows.

Mark: There is little that somebody doesn’t know about me, whether they are family members or friends. Less known about me, however, is that I grew up on a dairy farm, got started speaking in a 4-H speech contest, was a square dance caller and was a track announcer for a couple tractor pulling competitions in the early years. I learned about leadership in the FFA and served as the national president of that organization in 1978-79.

Tim: On your website you describe Sanborn and Associates as an ‘idea studio for leadership development’. What was the vision and motivation behind its creation? How did you get started?

Mark: Because of my involvement in public speaking and leadership while in high school and college, I knew that is what I eventually wanted to do professionally. I started out in sales and marketing in the direct marketing and magazine business and then later started my own business.

I believe developing individuals is important, but if you can positively impact leaders, you leverage your influence as leaders influence many others. That’s why my vision is leadership development. In addition to speaking to and writing for leaders, I continue to be an active leader. In 2003-2004 I was the president of the National Speakers Association (www.nsaspeaker.org).

Tim: Have you always envisioned yourself doing what you are doing now? What did you “want to be when you grew up”?

Mark: I always wanted to be a public speaker, but I didn’t realize right away that I could make a living doing that. My other interest was business. Today I consider myself a business person who speaks rather than a speaker who speaks about business.

I believe expertise drives a speech and that the emphasis should be first and foremost on what one has done and knows, not just his or her ability to talk eloquently about a subject.

Tim: What have been your major challenges/obstacles so far? How did you overcome them?

Mark: As a kid I was overweight and had pretty low self-esteem as a result. Learning to speak taught me that the skills of mastery in any area were transferrable, and I started using those basis principles of success in other areas of my life. I reinvented myself and became an an excellent distance runner, cyclist and expert skier for example. The same principles apply to my business as well; principles like learning, discipline and commitment.

Tim: You talk about six principles of leadership. Which one would you consider to be the best foundation for a beginning?

Mark: The first of the six principles if foundational and that is self-mastery. You must first take responsibility for yourself before you can expect others to follow you. People will support and encourage you, but nobody is going to “do it” for you. You are responsible for what you do and whom you become. Nobody wants to follow anybody who isn’t responsible.

Tim: Can you give me an example of how you applied it?

Mark: I realized early on that if I were going to improve any area of my life, I’d have to go beyond reading and learning to applying and doing. That’s self-mastery: consistently applying what you know to get the results you desire.

Tim: Your concept of ROI is different than its typical meaning. In your words it means ‘Relationships. Outcomes. Improvements.’ Could you explain the idea behind that definition?

Mark: Most of us are familiar with ROI as “return on investment.” I believe the way we reach the bottom line in any business is by teaching everyone in our organizations, whether or not they have a title, to lead when it is appropriate. I use ROI differently as a way to remind people when it is appropriate to lead.

I believe all leaders increase Relationships, Outcomes and Improvements. When you take the responsibility for buidling a better relationship with a customer, enriching the outcome they enjoy, or you suggest and/or implement an idea that makes your organziation better, you’ve exercised a form of leadership.

Kenneth Chenault, CEO of American Express, said in a recent interview “Anyone can lead at any level.” Not only do I agree, but that is why I wrote the book You Don’t Need a Title to be a Leader.

Tim: Is leadership only for individuals who are working for corporate entities or in managerial positions. Or can anyone be a leader?

Mark: Leadership is about power with people, not power over people, and it is about the ability to influence positively. So yes, as I said before, anyone can choose to lead, and we need leaders not just in business but in government, non-profit organizations, churches, synagogues, and our communities. What it takes to be a leader if first, the willingness to be a positive differene maker, and secondly, the skills to do it.

Tim: What advice would you give to someone who just started to build their business (Whether it be network marketing or otherwise)?

Mark: My friend Michael LeBoeuf told me years ago that it takes 15 years to become an overnight success, but the good news is that the 15 years go very quickly. I believe that is true. We tend to rush success. Any of us can enjoy immediate success in some area, but to build a business or a career of significance more often requires years of consistent and smart effort. My advice is to learn from the best and be better than your competitors at implementing the ideas you learn.

Tim: When we discussed doing this interview, you mentioned a project you’ve been working on. Can you give us a heads up what what that is OR is it top secret?

Mark: My current project is the book, The Encore Effect:How to Give a Remarkable Performance that Makes People Want More. I’m excited because it will show anyone how to make whatever they do–at work or a work–so remarkable that their customers, colleagues and employer will want an encore.

Tim: In closing, is there a single question you like to be asked but rarely have the occasion to answer?

Mark: One of my favorite “parting questions” is “what makes you tick?” I believe the Bible is the greatest and most important book ever written. Religion tells us what we must do to earn favor with God; the Bible tells us that what God did because he desired to have a relationship with us. I aspire to not only know Biblical principles but to consistently demonstrate them in my life and work.

Tim: Thank you, Mark, for taking the time to share of yourself with me and my readers. God Bless.

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