Joe O on Recruiting Up: Everyone is a Candidate for Network Marketing

Portraits of Joe Occhiogrosso,   4/29/15 photo by Joe Epstein/
There’s this big misconception in network marketing that there is a specific type of person who will never want to join the business, like the individual with a full-time job who makes great money thanks to his or her MBA or law degree. But you should always look for sharp business people to recruit—especially those who you don’t think will be interested in making part-time money.

Recruit up. Don’t rule these people out because the world has changed; the economy has changed. Times are more challenging and there is no reason to think that this person won’t want to make extra money from the comfort of his or her home.

Take a look at Viridian. Almost 75 percent of our Associates have never been involved in a network marketing pursuit—meaning non-typical recruits do in fact say “yes” to this business model. We are attracting more and more members from corporate America, and that is a good thing for our company and industry.

As someone who came from the corporate world, I can tell you that you have to go after these people because they very well might say “yes.” Personally, I worked in the corporate world on Wall Street for 10 years and then was a traditional business owner for 12 years running my title insurance business. When I first came across the Viridian opportunity and I said, “You know what, I am going to take a chance.”

Now you may be concerned that professionals in corporate America will blow you off because they are afraid that pursuing a direct selling career may mean that others in their professional network will assume they are taking a backseat with their primary job. But this opportunity is easily explainable. Here’s how I did it…

I explained to my customers, lawyers and real estate and mortgage brokers that at the end of the day I am not an insurance guy; I am an entrepreneur who just happens to be doing title insurance. I thanked them for their business over the years and let them know that—just as they do—I get opportunities from time to time. I told them that this one with Viridian really intrigued me and is something I am really excited about. Then I asked those in my closest circle if I could get their opinion on the Viridian opportunity, show them the business model and get their thoughts on whether I should pursue it or not. This creates buy-in, support and possibly additional recruits.

Keep in mind that just because a potential Associate lives in a million dollar home doesn’t mean he or she don’t have his or her ears open for something better.

The concept of recruit up is something that I am exploring in my second book and in the five years I’ve been in the business, it’s amazing how much times have changed and how much easier it’s become to do this job. Suddenly there is WiFi in every restaurant, coffee shop and library out there, meaning you can literally do this business no matter your location. So start talking to everyone, from the person who is currently unemployed to the person who is at the pinnacle of his or her career. It’s at the core of recruit up.