SPELLBOUND! - My Journey Through a Tangled Web of Success

My Journey Through a Tangled Web of Success
By Robert Morgan Styler

Chapter 3

The Soul selects her own Society -
Then - shuts the Door -
To her divine Majority -
Present no more. . ..
Emily Dickinson

There are about sixty people milling around what looks like a lunchroom. Dawn runs off to do something, and I am left on my own to explore. There's a large, oval, wood plaque that's hand-painted with dolphins and whales. The print at the bottom reads, WE DO NOT INHERIT THE EARTH FROM OUR PARENTS. WE ARE BORROWING IT FROM OUR CHILDREN. I like this place.

Someone announces that the briefing is about to start. Everyone starts migrating toward two large double doors. I hear someone whisper to my right, "Let's hurry. I want to make sure you get a seat" I don't know what's going on, but I know I'm going to get a seat. Maybe this is part of the interview, a creative way to test our assertiveness. I take two long steps to the left, hop over the coffee table, make a quick sideways move to the right, and I'm in: second row, third chair from the right.

There are about 100 chairs and 120 people. I think twenty people have just been eliminated from the competition. They've failed the musical chairs part of the interview.

"Hi, I'm Casey. Is this your first time?" An attractive blond with way too much energy is bouncing in the chair to my right.

"First time for what?" I respond.

"First time to hear the briefing. I remember my first time. I didn't think I could do it. I was so intimidated. I used to be a hairdresser for Vidal Sassoon." She leans closer and says in a lower voice, "I had purple hair the first time I came in. Really I did. Twelve earrings up my ear. But Sheri made me feel special. This company has changed my life. You're going to love it."

Confused, I look at her. I'm sure she's telling me about her purple hair to make me feel better about my Birkenstocks and T-shirt.

"What is this company that I'm going to love?" I finally respond.

"It's funny you ask that. I'm still not sure. I'm not even sure what I'm doing or how I get paid. All I know is I made more money last month than I ever did as a hairdresser."

Now I'm curious. What is this place, and who is Sheri?

Half of the people start clapping, and then the rest of us start clapping. I don't know why I'm clapping. I'm just clapping.

A well-dressed, jovial man steps to the front of the room, "I'm sure most of you are more accustomed to a one-on-one interview. At the pace we're growing, as you can see, that would be impossible. My name is James Hilgensen, and I am going to explain, to the best of my ability, this incredible opportunity."

Casey is laughing at every little joke, raising her hand high at every rhetorical question, and looking intently at the speaker.

"How many of you drink water?" My hand is up and high. I figure Casey already got the job; I'll just follow her lead.

"How many of you bathe?" More hands raise, and laughter ripples through the crowd.

"If the person next to you didn't raise their hand, you can move." More laughter.

He puts in a video with Rex Alien, Sr. His voice is familiar from nature shows. Rex explains, "Water is our friend. We just haven't treated our old friend very well. That is why we need our new friends at National Safety Associates." The video is simplistic, warm, and hokey.

James pops out the video. "I know some of you might be thinking, Water filters. I don't want to sell water filters. When I first sat where you're sitting, that was the first thing I thought, but I listened and learned. In the United States, four billion dollars - that's billion with a B - was spent last year on bottled water. That's more money than all of the ticket sales for all of the movie theaters nationwide combined."

Wow.

The four biggest players in the bottled water industry are Coca-Cola, Pepsi Cola, Beatrice Foods, and Anheuser Busch. Do you think they're in it for our health or the money?"

"The money," I find myself saving with the crowd.

"That's right, the money. How many of you could use some more money?" I am reaching for the ceiling.

If I could show you a way to make an extra thousand dollars this weekend, would you be interested?" I'm ready to jump over the first row and hug the man.

"It's simple, and I'll show you how. We are here to train you. Wealth is not only for the privileged, but for the informed and inspired."

I'm inspired. I just want to be informed.

"It's simple, but simplicity is power. How many of you like to give your opinion, even when no one asks for it?" More scattered laughter. It seems like the laughter is always coming from the same people. Casey is by far the most enthusiastic, almost like the company cheerleader.

"All we do is give people this filter to try free for three days and ask for their opinion. It's that simple. When we hook it up, we do a quick demonstration. We take some water from the tap. We take some water from the filter. And then we do a pool chlorine test." As he's speaking, he pours water from two jars into two glasses. "This just shows the level of chlorine. How many of you have a pool or Jacuzzi?" A few hands go up. "How many of you would like to have a pool or Jacuzzi?" Almost every hand is raised with laughter.

He puts ten drops in each glass; the tap water turns yellow while the filtered water stays crystal clear. Wow. The crowd reacts, mostly the same people who are always laughing, with "oohs,""aahs," and "can you believe that?"

"If you had a choice, which one would you drink?" He holds up the two glasses. One is a bright yellow color now, the other still crystal clear. "We have a saying: 'Either buy a filter, or be a filter.' If you or your loved ones do not have a filter, these chemicals are going in your body every day, day after day after day. We don't do something today and get sick tomorrow. We do something over and over for fifteen years. Suddenly the doctor tells us we have cancer, or a heart condition, or some other life-threatening, life-altering disease, and we think. Where did that come from? Our job is to educate people about problems in the environment and offer simple, cost-effective solutions. Oh, by the way, we can also make fortunes doing it."

I have found HappyLand. I get to solve environmental problems, help people, and make a fortune! I loved the Peace Corps, but it paid me only $200 a month.

Now he starts to explain what he calls "the marketing plan." Again, I begin to wonder if I'm qualified. There are a lot of numbers and percentages. I never liked math.

Casey leans closer and whispers, "I still don't understand this stuff, but they keep sending me checks." I feel better.

After the marketing plan, James draws six circles down the right side of the whiteboard and explains how most companies suffer from a phenomenon called "whisper down the lane." This is where one person whispers to another person who whispers to another, and the story changes along the way.

"Scientists tell us that humans can retain only seven to ten percent of what they hear on a first-time basis. Let's be generous and call it fifty percent. If Joe, who is a doctor, knows one hundred percent of the information, and he teaches Suzy who is a nurse, she now retains fifty percent of the information. Remember we're being generous. Now she teaches John, her plumber. John retains twenty-five percent of the original information, but how much does John think he knows? That's right, one hundred percent - and that's the problem. But wait, it gets worse. John then talks to one of his buddies who now retains twelve percent. For the next person it's six percent. And then, our well-meaning next door neighbor sells us on a business opportunity of which he understands only three percent of the correct, original information. We naively follow him and unfortunately fail. Not because the business wasn't good but because the training wasn't good" So I just need the right training.

"If you want to be a doctor, but your next door neighbor who is a plumber offers you a discount on training, can you really blame the medical profession if you kill your first three patients?"

"No," responds the crowd.

"Success is the simplest thing in the world. You just have to find someone who has what you want, and do what they do. If you have not experienced the success you want in your life, it is because you're learning from the wrong people. Did you know that if you graduate from college in the United States of America, you decrease your chance of becoming a millionaire by eighty percent?" Wow. "How many of us wish we'd known that before we went to college?!"

"Yeah!"

I'm with him now. I went to college. I graduated with highest honors and I'm broke. But it's not my fault. I've just been learning from the wrong people. Now I can learn from the right people in HappyLand.

"We solve that problem. We learn directly from the source. One hundred percent of the information comes from the master of this industry. Bill Gouldd." James draws a star to the left of the circles with arrows going from the star directly to all of the circles.

"This gives you two major advantages. First, it doesn't matter who invited you down here because you are going to learn directly from the source. Second, you can find people better than you - all you have to do is get them to an Advanced Marketing seminar, and Bill Gouldd will train them personally for you. How many of you would like to have people who are part of your company, people who are going to make you money, personally trained by a self-made multimillionaire?"

"Yes!" I respond with the crowd.

I'm excited. Not only am I going to be trained by the right person, but he will train the people I recruit, too. I look excitedly over to Casey.

She whispers, 'This is the best part. I just drag in bodies and make money. They call me the body dragger. I have fun and make money. I still don't know what I am doing." This is the third time she has said that. I'm beginning to believe her.

"Could we have a few people come up to the front and share your personal story of what's happened to you since you joined the company? Come on, don't be shy."

Casey gets up and so do a few others. Casey is the first to speak.

"I was a hairdresser for Vidal Sassoon for years. Because of all of the chemicals in that industry, I got a lung infection. The doctor told me I had to change careers or die. I've had dyslexia since I was a child, so I don't read or write very well. I was so scared looking through the want ads. I wasn't qualified for anything. I answered an ad that said, 'Crazy,' and believe me, that's me. I met Sheri Sharman and Bill Gouldd, and what has happened is just incredible. I still don't understand how, but last month I made twelve thousand dollars."

I'm in shock. The cheerleader made $12,000. I still don't completely understand what they're doing, but I now know I'm doing it, too.

I barely hear the other testimonials. My mind is still focused on how much $12,000 will change my life. The briefing ends with applause, and Dawn asks me to "join her circle." I've no idea what she means, but I follow. All of the chairs have been rearranged from rows to circles, and in each group of three to fifteen people, one person is drawing circles on his or her notepad and talking excitedly to the others.

Dawn leads me to a group with about eight people. She begins to sell us on this great opportunity. I'm thinking, "Just tell me if I got the job." She keeps selling and then begins to tell us how wonderful Seth Bowen is (her "sponsor"). She's going on and on. Finally, I interrupt.

"Dawn, I don't mean to be rude, but if you could just tell me how to apply, I would like to get started as soon as possible."

"So, you're ready to get started now?"

"If you guys want me. I was ready to get started twenty minutes ago."

"Why don't you go take a seat on the couch, and I'll be with you in just a few minutes."

I'm sitting alone on the couch thinking. Damn, I said the wrong thing. I was too pushy, and now I blew it They just didn't want to embarrass me in front of the other applicants.

Dawn comes over after five minutes. "Come here, I want to introduce you to Sheri" I'm excited and scared. Did I do something good or something bad?

"Sheri, this is Rob. Tonight is his first night, and he's ready to get started right away."

"Great, Rob, it's a pleasure to meet you." This woman emanates warmth and radiance. Her desk is covered with crystals and dolphins. We shake hands, and she continues.

"Isn't this exciting? He's got what it takes. Dawn. You found a winner, your diamond in the rough. I want to work personally with him. Rob, we're going to make you a leader in this company. What do you think about that?" "Sounds great to me. Just tell me what to do."

"I like you. It's great meeting you, Rob."

I walk away stunned. Like being touched by an angel.

Dawn looks at me with wide eyes. "I can't believe she said that. Sheri never says that She must see something really special in you. Let's get your paperwork filled out and get you started right away."

We go back to the kitchen area and find a narrow, empty space on. a big, fake-marble table. About fifteen other people are filling out their paperwork.

"Just complete your application. It only costs twenty dollars."

"Wait a minute. I have to pay to apply? What if I don't get the job? Do I get my money back?" The people who seem to work with the company react with wide eyes and clenched jaws, looking at Dawn as if they want me separated from the herd.

She continues calmly, "If you fill out the application, you're automatically enrolled."

"You mean anybody who fills out the application gets the job?"

"We're growing so fast, our biggest problem is finding enough quality people. You definitely qualify."

I fill out my application and hand over my $20.

"Now, where do you want to start?"

"Um, here. Or do you have other offices in San Diego? This was a little bit of a drive." I decide not to tell her about Pegasus.

"No, I mean where in the marketing plan do you want to start?"

"What do you mean?"

"Well, you have different options. You can start out as a 'Dealer' and just get a little bit of product or, if you really want to make money, you can start out as a 'Manager'."

"I really want to make money!"

"Okay. To start as a Manager, it's a five-thousand-dollar investment in product inventory. You get a twenty percent rebate back from the company, so it's really only four thousand dollars, and once you reach the position, you never have to re-qualify."

"What?"

"Once you're a Manager you never have to re-qualify."

"I got that part. It's the first part I'm lost on. You want me to give you five thousand dollars?"

"You're not giving it to me. You're investing in your own future. Here, let me have you talk to Casey."

Casey bounces over. "I knew you were going to love this. As soon as I sat down, I could see passion in your eyes. So, you're going to start as a Manager, right?"

"Is the Manager where I have to give somebody five thousand dollars?"

"I know, I thought the same thing: How can I pay more money when I'm already broke?"

"Exactly."

"What they showed me was that the reason I was broke was that I'd never invested in myself before. I had invested in beauty school, in my car, in my clothes, but never in myself. When I invested my five thousand dollars - actually it was my dad's - it was the best thing I've ever done in my life."

"But I don't have five thousand dollars."

"That's okay. Who do you know who does? Remember the part in the briefing: Other people's ideas, other people's efforts, and other people's money. OPI, OPE, and OPM. Those are the three keys to success."

At this point, I don't remember anything about the briefing. All I know is I don't have five thousand dollars.

"Do I have to invest five thousand dollars?" I ask.

"No, not at all. Let me have you talk to Seth Bowen." I feel like I'm at a car dealership being handed off to the next closer.

As soon as Seth speaks, I know he is the voice on the message of the first ad that I called. "Hi. Dawn and Sheri are both very impressed with you. You must be an amazing individual to make such a strong impression so quickly." Again, the compliments. I begin to relax. Seth is tall and well-dressed.

"I understand you want to get started, but five thousand dollars might be a little much for you right now. What would you be comfortable with?"

"I would be comfortable with working for you and getting paid for it."

"Well, I can appreciate that, but that's the beauty of this business. You don't work for me. You work for yourself. And you work with me and Casey, and with Dawn and Sheri, and even Mr. Gouldd. We all work as a team. You'll be working for yourself, but not by yourself. What you're doing is investing in your own business, your own future."

"But I have nothing to invest!"

"I understand. My life used to be filled with buts, also. I would like to, but.' 1 want to buy that, but.' I would like to take a vacation, but.' Bill Gouldd taught me how to start saying yes, and it has been amazing what has happened over just the last few months. Now, do you want to say but or yes?"

"Yes, but I don't have any money."

He laughs. "We're making progress; now you say yes and but together. You see, we all have patterns that have kept us from success in the past. I obviously don't know you well, but I would guess that you have a pattern of making excuses that keeps your mind from finding solutions. If you had to find money, where would you look?"

"How much do I need?"

"Whatever you're comfortable with."

"I could probably come up with a few hundred bucks." I've no idea where I can find that kind of money, but at least we're not talking about $5,000 anymore.

"One of the amazing things the company does is they offer you an automatic five-hundred-dollar line of credit."

"They're going to give me five hundred dollars to get started?"

"Well, sort of. It's a line of credit."

"Are they going to check my credit?"

"Not at all."

"I'm in. Just tell me where to sign." Regarding debt, I'm already in a pit with twelve alligators. If I can buy a rope, it's worth risking one more 'gator.

"The way it works is, for every dollar you put in, they match you with a dollar. So if you can only come up with a hundred dollars, the company will then give you a hundred dollars line of credit. Now you'll have two hundred dollars in product to start your business. We call it 'courtesy credit.' It is just one of the ways we help you get your business started. Now, you said you could come up with a few hundred dollars, so I imagine you want to maximize the credit line, right?"

He's got me there. I did say I could come up with a few hundred dollars, and I don't want to look wishy-washy. Think. Think. Stall.

"If I give you this money, then I get product that I can sell to make more money." I'm starting to figure this thing out. I have a plan.

"Exactly"

I had overheard a conversation about the product being shipped. "Okay. I have the money. But for me to give it to you, I have to get the product tonight. I'm not going to give you my money and wait ten days for my product to be shipped. If I can get the product tonight, deal. If not, when you have the product in hand, I'll give you the money."

"Perfect" Seth responds enthusiastically. "I have the product in my car" Damn. Bad plan.

"Okay, but you have to do me a favor. I have to transfer some money, and it won't be in my checking account until Monday. I . .. I . .. I need you to not deposit the check till Monday. You . . . you . . . you can do that, right?" I hate that stuttering.

"Sure."

I've no money in my checking account and definitely no other accounts from which to transfer money, but it buys me some time. I learn my first of many lessons in creative financing. I figure I'11 get the product tonight. I'll have to work tomorrow but I'll have all night Friday, and then the whole weekend, to sell the water filters and deposit the money in my account. And I have to sell only three filters to cover the check. When I turn that water yellow, everybody is going to buy one.

I'm wondering if my car is big enough. With all of the filters I'm going to be selling, I might need a bigger car. Well, with all of the money I'm going to make, I can buy a bigger car. This is great. HappyLand.

By the time I fill out my paperwork, sign the contract, and get my product, it's about 11 P.M. I carry my box of filters to the bathroom with me, and as I leave I look in the mirror and think. This is it. I've found my opportunity. Financial freedom. Now it's up to me to make it happen.

I get in the elevator and place my box of filters on the handrail. My back is facing the door. The elevator fills with excited people talking about the night's events. I hear Dawn's voice: "I can't believe it. I've been doing this business for two months and nobody has signed up. Then tonight, bang. This guy not only signs up, he buys product the same night. Can you believe that? I can't believe I was thinking about quitting."

The elevator is full; she must not see me. I stare at the wall of doubt never invested in myself before. I had invested in beauty school, in my car, in front of me. Her friends motion toward me.

"Oh, Rob." She pauses, obviously surprised. "I'm just so excited about you. You know most people don't know what they want in life, but it's obvious you know how to make a decision. That is one of the most important traits for success."

"Yeah, Rob. You're going to do great."

"Congratulations, Rob. This is the first step to a bright future."

"Best thing you could have done, Rob."

Each person shares his and her reassurances as they leave the elevator, but the first seed of doubt is planted. Why hadn't anybody else signed up in two months? Am I doing the right thing? What if I can't sell the filters?

Those who fear to suffer, already suffer from fear.
Montaigne

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