Great insights from Wes Linden you can see the full video here
The transcript is below
BD: Hi! Welcome to personal best igniting personal and business performance. I’m delighted to be joined by Wes Linden on a dark Sunday night. Thanks Wes for taking the time out. Wes is a network marketing extraordinaire and the author of 79 Network Marketing tip for fast track success, still go my book Wes, signed by your own fair hands, there it is, there’s actually a couple points in this that I wanted to talk to you about. Anyway, and Wes you know quite a lot within this, I’ve spoken to business leaders from other fields and, you and I have spoken quite a lot over the PC and you were a great supporter when I wrote my book Wes, which is why we first connected and I always appreciate that, and one of the key things to you Wes, is you live an alternative kind of lifestyle and that’s not in a negative way, but I think it’s fair to say that, you’ve never had a proper job, as we would all know and love it, and probably more power to you, and I think for a lot of us Wes and I know a little bit about network marketing and I’ve got a fairly positive view of it. But I think some people would find it kind of remarkable, to think that somebody, not only you, didn’t have a job or never took a traditional job and networking marketing had been the one and only business but it had a huge success of it, and in fact lived a really good lifestyle out of it which is what you managed to do and you’re a big flag bearer for the industry at large, you became involved at a relatively young age Wes, is that right?
WL: Yeah, thank you for having me on Barry, by the way hello to everyone. Yeah I got involved in network marketing when I was twenty, I just turned twenty, which was back in nineteen ninety-seven, which I know might surprise a few people but I appreciate, I only look at that I’m twenty three now but yeah, that was ninety-seven, I was twenty years old, I was struggling at university, I failed my first year at uni and I’ve been pushed into doing some student teaching, it was a career I thought I would probably follow.
BD: Teaching, yeah.
WL: I expect in a school as a classroom assistant and got approached about network marketing with the company that I started with and I’m still with today, and it’s been a great journey, my classroom assistant days lasted about another 6 months or so, University lasted about another twelve and I dropped out without any qualifications but just with a little bit of a dream that, maybe I could make, network marketing work for me.
WL: And it has been.
BD: Yeah, so the company you’ve became involved in a Utility Warehouse Wes, who I think the fact that it started as a telecoms company, I know that, have the Phil Gama of telecoms electric, and bills and in other services that you could tell us about but an essence that attract consumers and the consumer get the benefit because they obviously get a discount on these services and you as a marketer or as a provider of these services, and the commission is that right?
WL: Yeah, that’s about it, you’re right. It started out as Telecom Plus, we provided just cheap telephone services, the market, just being regulated back, in the late nineties and so people where aware that they could get a cheaper provider out of the richest telecom and we became involved in that market, it expanded over a couple of, as the years evolved to gas and electric, broad bands, mobile phones and then stick it all on one bill so it’s much more convenient than getting four or five bills, that thought of price promise and, but it’s doing pretty well, over have a half a million customers now, puts you through fifty companies
WL: But it’s done really, really well so it’s been a great journey to be on, I’m not here to try and sell people on switching there services or anything else like that but that’s just an overview of what the company does.
BD: Yeah, and it a successful listed business and a care able business.
WL: Yeah, we had a pretty long story, yeah. It’s on the longest stock exchange now; the market value is over a billion pounds so it’s been a real success story.
WL: But it wasn’t like that when I started, we just had a, we had an idea that maybe, maybe we could penetrate the market, maybe it would go well, it was just ifs and buts, and maybes.
WL: But, as a lot of people, I’m sure you have interviewed and will interview will tell you, sometimes you have to catch a hold of that dream and that vision, and believe that it could work in couple with the activity and working with the right people, and actually a company that does have a vision, you got half a chance, so it’s worked out really nice.
BD: it’s interesting in a way, just listening to you to talk, it’s a, your building a business the way you have built it is exactly that, its building a business and I think something’s a, the industry perhaps, has not done itself any favour’s because there has been that perception of, I have an easy money or that money comes fast and easy and people don’t buy into or they do buy into, and they get disappointed, but it’s like any business, it takes commitment, I know on your book there’s one thing that really struck me is, Touch you businesses every day, and it’s a, why would you not? Anybody that’s running a reality of a business, that’s exactly what they have to do and there’s still that obligation on you, for a twenty year old kid, you’ve had to build your business, it’s not some kind of corporate around or something like that and just to explain the more a little farther then for people who has part, hard to understand, you that, the power of us Wes is that it’s, you can sort of compound your own efforts a lot more, it’s not just Wes, a shake and stake, and attracting people into, sort of bang into the service and get anything like a commission, and all of that, that in principal is how it works but by teaching and recruiting others to do the same and have money, then you benefit from as well Wes, yeah?
WL: Yeah, absolutely! So it’s as you say, when distributors attract, introduce customers to the business, they get paid an upfront bonus, they then get paid a commission every, single month for the usage of those services and you can introduce other people as distributors, other people that like the idea of earning extra money or retiring a bit earlier than they would plan to or something connecting there pension or a new challenge, whatever it might be, and by introducing those people, by helping them duplicate what you’ve done, you get paid on those efforts as well. So yeah! It can be very much a little bit of a compound effect, you kind of plant seeds and they grow from there.
WL: And in terms of model, people often look at the business model, so like how does that work? How can the company afford to pay you every month on those services? And that’s fairly simple, network marketing companies offers utility out, they don’t advertise, they don’t pay for high sweep scores; they don’t pay for adverts in between coronation street whatever, they don’t have those huge overheads. So there only root to market is through, in effect of a volunteer army, people that aren’t on a salary, don’t have huge expenses accounts and company cars and stuff, just ordinary people, who ninety-eight percent of them, probably have a full time job or business but they are doing something on the side to supplement that, it’s such a huge mix in the whole industry, network marketing, from teachers, solicitors , police officers, judges, through to students, pin men, shop workers, waiter whatever, the whole mix, people retired, people who just left school, it’s a huge mix and the companies, the network marketing company do not have huge overheads to take their product or service to market, so in the case of Utility Warehouse, every single month, the costumer is paying a bill, so they can share a little bit of that profit with the distributors, the network distributors who are responsible for that costumer , they can share a little bit with that because they didn’t have any other overhead to gain the costumer.
BD: Yeah, I think it’s one of the powers of Utility Warehouse, I know that you’re a big fan of the industry at large Wes, but I think it’s one of the powers that probably, your business has is that, you don’t have to go and sell the service, nobody has to buy anything in terms of a product every month, the facts of the matter is, I am going to use my gas, or my electrics, or my telephone with or without your input, you don’t have to advise them to use it or convince them they should use it. I am going to get up in the morning and I am going to use the services. So I guess that’s one of the strong powers that Utility Warehouse has, is that once somebody buys into the service, they should stay with those services and I guess, over the years you build exactly that, a bank of costumers, I mean, going back Wes. I know that your example doesn’t necessarily mean that it will apply to everyone but you, within a few years, you are affectively, financially free and you, and I have touched in this a little bit in the previous conversation that, I deal with guys a lot, who are running successful businesses and it’s not always an easy thing, outwardly they might drive the right cars and stay in the right area but there spinning plates and every month they got to go out there and make it happen were as a relatively young age Wes, you were financial free as we’d understand it, and as much as, you had more residual income then you had expenses and that, that happened within, what a few years for you?
WL: Yeah, absolutely! I think, you touched of a few moments ago at the industry, the network marketing industry didn’t do itself any favours because there can be a perception of this, you can get rich quick thing, and put in ten minutes effort now and you never have to work again. It’s not that at all, it’s a business; you have to build it up.
WL: it’s a part time business, so you really got to find that time and effort, and commitment to take yourself away from other activities, Golf and your religious practices, reading Facebook, watching tele, whatever it might be and put that little bit of extra time in it. But I kind of realize that fairly quickly. So got in at the age of twenty, struggled for a couple of years and I didn’t really have any other income, barely supportive parents but not really any other income, but by the age of twenty-four, I was, in theory seemed I retired because I was getting more money in then I needed in to live, and its paid for my car and my flat, and my lifestyle which was great but it still wasn’t a fortune. I said I wasn’t rich; it was about being quicker or what I would have been earlier, had I become a teacher.
WL: in that kind of age but that was still great because it didn’t mean I, I didn’t have to go and do forty-five hours a week.
BD: And that said Wes, you didn’t have to trade your time for money, that’s the thing.
BD: And probably, that’s how you’ve lived your life.
WL: But how it compounded from there, was by the age of twenty-seven, so from seven years when I started. I realized that I hit a point where my income was residual income, was greater than the average salary of a head teacher. Now I’d always had a vision that I wouldn’t just be a teacher, I’d probably be a head teacher. So that was really significant because obviously head teachers, we would know, pretty in many cases, probably stressed and over worked.
BD: Sure, Yeah.
WL: huge salary but tough job, they might get eight or seven, or eight weeks summer holiday but they probably haven’t worked quite a lot of that time. So that was a real, I have no real privilege in, the business has obviously grown, this seven or eight years since then, I asked how’s the income, but as we discussed on occasions before and I touched accordingly to my book, you can have all the money in the world but you can be really, really miserable and I would rather have nice experiences, going on great holidays, have lovely friends who craft a friendly family that I’m in such a fortunate position, and I’d rather have all of that, than just be able to say, look at my watch and look at my car, and look at my house.
WL: look at my bank account because none of that really counts when, to me that just
BD: Well whatever.
WL: So the business has given me a fantastic lifestyle, the opportunity to, I travelled, I probably go on a holiday once a month.
BD: I know you’re telling lies; I can never get a hold of you, it’s way more than once a month.
BD: Maybe once a month in your head, yeah.
WL: it averages out, twelve or thirteen holidays a year and that might only be four or five days sometimes.
WL: But, I am probably flipping about that now, but when I think about the fact that most people get 28 days, 26 days holiday a year.
WL: which they probably go on holiday, seven to fourteen of those days. So yeah, I have to appreciate, that’s a real privilege of the business, they’ve given me in a short period of time, compared to what it would have been if I have worked as a teacher and done forty years on that kind of treadmill of such.
WL: So the business does give great choices, it’s not just about how many pounds it puts in your bank, it’s the choice in the opportunity that opens up for you, the lifestyle and not having the stress that most people have in a nine to five, forty, fifty year kind of plan.
BD: Yeah, and that Wes, it’s a, there is that whole thing, I think people get on that treadmill and include myself in this because I’ve, I was that trooper at one point in my life, where you, you trade your time for money and you work hard, you want to be master of the universe and such like, and whether you outgrew it or whether you just begin to understand that there are other things, that are more fundamentally important, and all any of us need are, is enough, and I think anybody, even starting a business should probably just begin with the end and mind, and ask them why they are doing this, and if it’s for freedom of choice, freedom of time, and those, those powerful things that your type of business, maybe links itself more than others, I mean if somebody wants to connect with you Wes, and I did jump on your website earlier on, can you just remind me of the site address, your personal address, if somebody wanted just to, and I know you’re really open with the information that you give and supply, and such like. What’s the best website?
WL: Yeah, it’s very simple, it’s just my name, www.Weslinden.com/w.e.s.l.i.n.d.e.n.com, and I share ever couple of days, articles, blogs whatever, mainly, mainly I earned it helping people who are in the network marketing profession.
WL: will they be Warehouse or any other company around the world, but also, I know I got people that read it who tell me they read it, who are, just people who are maybe in a place where, they just like the idea of thinking about a better lifestyle for the future and it just helps provoke in them, some ideas that could help them, they might not be ready to do network marketing, they might not be ready to earn, change direction or whatever but. So you can hope that people find some useful stuff, and then you can.
BD: But that’s the power of us there Wes, there are rest of people have, that if they start their own business, then be able to start it in an industry that they understand and known, and worked in, and it if that’s the case, they can’t work for their own employer, they are going to have to, burn there full support in the sure and start a business in a do or die basis of it, most of the people you were involved with in the business are people you’ve already alluded to are working in full time jobs and you, and I guess what are the other powerful things is that, if you start a business, it’s very difficult to get, need to share or somebody that’s doing exactly what you’re doing and is prepared to share exactly the tactics and strategies for your business, that’s kind of the point, yeah, is that you’ll openly share that.
WL: Yeah, it’s such a different world to, the corporate world and as I say, this is not a tackle book where, that’s really not that at all, I respect people for the jobs they do, the business they do a hundred percent, but this is a business where you are, you are paid, you are awarded for making people as good as you, if not better and freedom in our type of business comes from, finding some people that are better that you, training them up to be better than you.
WL: So they don’t really need you anymore; you still get paid on their efforts and the growth of their team. Now put that into corporate world, my perception is, that a manager trained up his supervisor or her supervisor to be as good as they need to be to do the job but he doesn’t want to train him to be much better, than that’s because, then you might have competition for his job.
BD: That exactly, you now Wes and it’s a really, it’s always the strongest of executives who ever get to the point where they want to hire people smarter than them and develop people stronger than them, whereas the whole point is, you bring someone into your business, if you could not only replicate yourself but do better than that, if there are a dozen of people in your business who that, have done better than you’ve done or not then, it’s even more power to you and even more benefit, it is a virtual circle. So people can jump on the website, it’s a funny thing when I read this, I don’t mean to keep waving this in front of the camera, but this is Wes’s book which you can get on Amazon or Kindle, and I first picked that up Wes and but you seem to add on mine free folks and after that and I never had to pay for it, unless some invoice come in Wes that I didn’t have to pay for it, but I picked it up probably as a networking marketing book and thought it would be a good read, and you know Wes, without going smoke it’s a really good business book, if you never started a network marketing business and you just started a business in marketing, related to which is pretty much every business that has real get, that, that has real relevance to any business and it’s a nice piece, I think it maybe fault by one or two more tombs your unstrapping me on the book writing as well see, where getting compared to this now but. So and also Wes, I know that you again much to your credit, you don’t, although you’re a big leader within Utility Warehouse business, that your also a flag bearer for the entire industry and you spoke recently in the mastermind event of mistakes, first Brit to do that.
WL: Yeah, yeah indeed! Yeah, that was in Orlando back in the 2013, I was in, it’s called the networking marketing mastermind event, it’s the biggest event of its kind in the world, they’ve got some seriously big speakers, big names from our industry who far out script me in terms of expertise, experience, income, everything. So it was a real honour to share the stage with some of them, and yeah! I again, I think somewhere in network marketing, doesn’t always do itself favours is that, there’s a lot of really good companies out there and if someone watching and they think, maybe it’s time for us. Whether they’re a couple or an individual to do something a bit different in their spare time, to change our direction perhaps, I’m not , if you take your hours for them that’s fine, there’s plenty of other good companies, with some great health companies, some great catalogue businesses, there’s lot of other business around in the industry they offer the same opportunities in terms of massive income, build a team, leverage of their efforts, create financial freedom, there’s plenty of other opportunities and I’m, I don’t see other network marketing businesses or people as my competition, they’re my colleagues.
WL: So we kind of, the more we work together to help each other, to help the industry grow, I want to be in a situation where in three or five, or ten, or fifteen years’ time people go, you’re on network marketing, what a great profession that is.
WL: Not other than, that’s a bit pushy, what do I make, is it one of that one? And he didn’t work and he ended up with a gallon ounce full of warp pills or something, yeah, it’s like, I don’t want to hear that.
BD: Yeah, Yeah.
WL: Universities are starting to teach it, I’ve been invited to speak at Universities about it, at home and in Europe as well, and I’m sure it won’t be long before, it just pays people to understand the effects, to understand in, it’s a very credible way, or keep businesses to get there product or services straight into the living room of someone without having to do it through television, without doing it through radio or through an office, the best form of advertising is word of mouth advertising, it has, I think we would appreciate that, you recommend people a good book or a film, or restaurant or whatever it might be and they tend to pay your recommendation, that’s what network marketing is, its people telling people who they trust, who they know, who they like. Listen, this is a good deal, this is a good product, this is whatever, and I can help you get that. Why not support people who you know in business rather than give your business straight to the peak, the great peak businesses, the big 6 engines of fires or the huge great health companies or whatever. Why not support your, your friends and family. And that’s all what business is about, and the more people understand that over time, the more likely it is, that it becomes just another, another career.
BD: Yeah, and its, I think it’s getting there Wes, you touched in your book about trust and sometimes, that’s a, I know you relate in terms of building trust with people you speak to and distributors, and such like. But I think what you’re talking about there, is why people go to the movies, is because my friend wouldn’t recommend me, I don’t really do something he didn’t like, all this and it’s not personal business, he just tells me and I might enjoy it and I think if you like and use the product yourself, and you simply recommend it to people, there’s no hard sale, there’s no obligation, you’re just talking and that’s just, as a human beings beat me and I know we live in a digital age and all the rest of it but hopefully, we haven’t lost the ability to talk and communicate and in essence. That’s, that’s all people do, they’re just talking about the product there using and recommending it to their friends and their friends can take it or leave it as they see fit.
WL: Yeah, I think a lot of us now are used to, you want to go to a hotel or holiday destination, or restaurant, we go on trip advisors.
WL: You take the recommendations of other people, rather than just believe what the hotel or restaurant says about themselves and in effect, that’s what network marketing is, it’s the people that you know I could trust, tell you, recommend something to you, my view is you take it or leave it, I’m not into the pushy side of it, you can take it or leave it, maybe it’s for you now, maybe it’s for you later, maybe it’s never for you but that’s fine, but network marketing is just about those connections happening, and that’s why companies pay us distributors to do that.
WL: and it’s that, as you touch one, people, this is not saying that people get rid of each other, get rid of your business, no! You’ve got to pay your bills, you’ve got to pay your mortgage but this is something that runs alongside it so that if something unforeseen happens, if you get made redundant, if your technology overtakes your business, if your company goes out of business, 5 years ago you were, my companies never going to go out of business but then look what happened to Lock busters and Comet, and RBS, and Newwers.
BD: It just happens, yeah.
WL: It happens to big businesses like that, it can happen to anyone or maybe illness, or a change of family service started, or just the idea of retiring at fifty or fifty-five, or sixty, rather than sixty-five, seventy, or seventy-five, or eighty, or whatever future the government has install for us, that’s what network marketing does for people and at the end of the day, you’re more likely to take the word of an anchor that’s on, once you watching your favourite surf hope or some guy, girl that turns up on your door step that you never met before, or a friend that you like and trust. That’s what network marketing is.
BD: And it, and you, and interestingly Wes, I kind of missed that just while we were talking but that’s the thing about it you know, people can drive us, as far as they want, you live a really great lifestyle based on the back of the efforts and the stuff that you put in and, but equally if someone just wanted an extra couple hundred pounds a month for a relatively small input in terms of their time and effort, they can get that return every single month and for a lot of people, that makes a hell of a difference, that’s a difference between, having enough money in the end of the month or having too much month at the end of the money, yeah.
WL: Yeah, completely! And that, that is absolutely what, how, what our business is driven on, mostly of, most of my team, most of our organization, Utility Warehouse and the network marketing industry as a whole, is people who just want an extra two or three, or four hundred pounds a month just to agitate, just help cover the bills, the overtrast, have an extra couple of treats, send them out on trips, force try there essence with a kid, a whole lot, a nice holiday, ten days instead of seven, whatever it might be.
WL: Maybe in the house with your wife to go part time and spend more time with your kids, so whatever. And that’s where, and that’s where it starts for nearly every person, now some people take it beyond that, like I have, others progress a little bit more to five hundred pounds, seven hundred and fifty, a thousand, fifteen hundred, whatever it might be.
WL: And then of course, there will always be those that keep pushing it, like I did. But it’s interesting, the difference actually when I first started in this business, we used to talk about people on to the next two, or three, or four, five hundred pound a month for the luxury. Now, were talking about people want an extra two, three, four, five hundred pound a month, not for luxury but to make ends meet.
WL: To cover the food thought because of less credit available, less equity and probably there companies, maybe be a little bit more stringent with overtime and that kind of thing, the economy as we now, actual prices have gone up, food prices have gone up, the cost of living has gone up, but yet people incomes necessarily haven’t risen with it. So now that network marketing income, two, three, four hundred, five hundred pounds a month is just helping people get by, maybe have a little extra, were as ten, twelve, fifteen years ago, it was about the luxury, the nice car and the extension or moving to a nicer area, so it has. I’ve certainly seen it change actually, over the years.
BD: And even that’s interesting Wes, a few hundred pounds or a thousand pound a month or whatever it might come in residual, it just makes you that a little bit more bomb proof from redundancy or loss, or stuff that can change, it’s interesting. So if somebody, if anyone wants to get a hold of you directly Wes they can jump on your website, Weslinden.com, and will become a whole fan of doing the blog Wes, so people can get the spelling right, and such like. And Wes, if somebody was starting or was thinking about starting within your type of business or a similar type business, what’s your advice for some snap job. You’ve been really generous of your time Wes, I won’t hold you up, what would you say to them?
WL: Well, in terms of Utility Warehouse and again I’m not here just solely to, to promote that, we do have a little video, it’s about three or four minutes long, it’s about it again because I host it but it’s got some testimonies from others, and that web address is www.motherofallbusiness.com, motherofallbusiness.com, but I wouldn’t take a look at that and then think this is screwing them up, but there’s plenty of other network marketing business I’m sure you could Google one, you could certainly ask your friend on Facebook, you’d probably find some people that you don’t even know were involved in the whole, network marketing businesses and by all means, it doesn’t say, I’m happy, I’d like to interact with people. So if you do connect with me on Weslinden.com you get me on Facebook or Twitter, and if you want some advice on, instruction and somewhere in your area that might be in a help kind of business, or books business, or whatever it might be, maybe I can help, so whatever you want me to do.
BD: Yeah, Wes as always you’ve been hugely generous with your time, listen, thanks ever so much and no doubt I’ll catch you on the upside
WL: Yeah, thanks for having me.
BD: Yeah, thanks again Wes, take care, Cheers!