Todd Falcone is one of the most sought-after speakers and trainers in the Network Marketing and Direct Selling arena. He is the CEO and Founder of Reach4Success, LLC, a training and development company providing educational content, seminars, keynotes, and other training information to entrepreneurs in the direct selling and network marketing profession. With over 25 years of entrepreneurial experience, Todd brings a wealth of field-tested knowledge and expertise to those seeking success in the Network Marketing profession.
Where did you grow up and what was your childhood like? Did you have any particular experiences/stories that shaped your adult life?
I grew up in the Pacific Northwest in a very average household. I say that because…it was just that, average. We lived in the Suburbs in a 3 bedroom, 2 bath rambler and never had much extra. My parents got divorced and both remarried. At that time, my stepfather was successful and made quite a bit more than I’d grown accustomed to while growing up most of my life. That experience was defining for me. I immediately realized that money buys you options. It gives you choices that not having any doesn’t give you. I remember going to a Mexican Restaurant for dinner with my mom and stepdad. I was used to having certain “menu” choices that I could pick from…if and when we ever dined out. Even though Mexican restaurants aren’t typically considered expensive…and this one certainly wasn’t…I was able to pick from anything on the menu. That might seem stupid or ridiculous to some…but for me the simple ability to CHOOSE whatever I wanted to order made me realize the power of having more cash in your pocket.
It’s weird what life experiences you remember or make impacts on your life. But…I knew right then and there that I wanted to do something that made me lots of money. I knew I needed to choose a career path that would provide me choices. And…that’s exactly why network marketing appealed to me when I first looked at it. I’m spoiled. I haven’t had a job in over 30 years and have had unlimited choices because of network marketing. I won’t do anything else.
What is something you wish you would’ve realized earlier in your life?
That’s kind of the ‘what do you regret?” question! The one thing I can think of when you ask that question has really nothing to do about business…but can certainly be applied to it. Pick something….and get really, really good at it. My mind goes to sports. I played soccer, tennis, and skied growing up. The one sport I really focused on was skiing…and I still do it to this day. I think that when you discover something that you have a talent for….you should focus intently on being as good as you can. I have other sports and activities that I’ve done throughout my life…fishing, mountain biking, surfing, golf. What I’ve discovered through participating in many activities…those that really excel are the ones that pick typically ONE thing and drive all their attention to it. Obviously…you can participate in more than one activity or sport…but those that make it to the very top of their game generally focus everything on one thing.
What are bad recommendations you hear in your profession or area of expertise?
Network Marketing has been my life for over 30 years. I’ve seen it all. There’s some pretty good advice given to people across the board in our space. The only thing that really comes to mind is that when people are promoting network marketing to others, sometimes they don’t tell them how much work it’s going to be. While BIG money can be and is being earned in network marketing, I think sometimes people promote it as being easier than it really is. What we do in this profession is technically simple…meaning it’s really not rocket science, creating BIG successes in this profession requires a tremendous amount of diligence, commitment, and hard work to get there. But…isn’t that the truth in reaching the top of literally ANY occupation?
Tell me about one of the darker periods you’ve experienced in life. How you came out of it and what you learned from it?
I can’t really say that I’ve had any super DARK periods. But…two things come to mind when you ask me that. One is from my very early days of starting network marketing. I came into this profession right out of college. I literally had ZERO business experience, or life experience for that matter, when I entered into the network marketing world. I thought I’d be making 10 grand a month super quick. And…I wasn’t even close to that. I quit my job 90 days into starting my first business, with no savings, no assets…literally nothing. I scrambled HARD during those first couple of years just to stay afloat. So…I guess the dark part of that for me was having overly high expectations about what I THOUGHT would happen, and I deeply under-delivered.
The second part of this is personal. I’ve had some depressing seasons in my life. Meaning…for some reason, I wake up in the morning and simply feel down…as if there’s a bunch of dark clouds hovering over me. I’m sure that there are lots of people that have had more deep depression and for longer periods of time than I have. So…when you ask that DARK question, those seasons of my life literally felt dark. Kind of like one of those cloudy and stormy days where it’s 11 am but it feels like the sun is about to set. What’s weird about feeling depressed is this. Any time I’ve felt that way, it wasn’t because something bad was happening in my life. In other words…I didn’t have any REASON to feel depressed. No death in the family, no significant loss, no major fight, no reason at all. That’s how I realized personally that feeling depressed doesn’t really need to have an underlying reason. The thing that literally transformed my mindset when feeling that way was yoga. There’s just something about getting your butt out of bed at 5:20 am and going into a 6 am yoga class that does it for me. That 60-minutes of ME time, stretching, sweating, and pushing myself hard removed every dark cloud from my day. Yoga will always be a part of my life because of what it’s done with my down days.
What is one thing that you do that you feel has been the biggest contributor to your success so far?
Two things. One…every single solitary day I wake up to do my business, I ALWAYS do some type of revenue-producing activity. Regardless of how busy I am, producing videos, writing content, coaching people…or whatever else might fill up my day, I’m always doing something that makes me money. Too often, people get caught up doing things that don’t really impact the bottom line. If you sell anything, you need to be selling daily. Prospecting, drumming up a new business, that is always a priority of mine.
The second thing is this. I’m a relationship builder. I learned a long time ago that people buy and do business with individuals they like. No one likes giving their money to someone they don’t have good feelings about. So…being in a people business, things like sales, network marketing, coaching, speaking, and the like…people are your capital. If the only time you reach out to someone is when you want to collect another order, renew a contract or try to pitch them something, you’re not going to get the business. It’s the people who through their actions SHOW that they actually CARE that get ahead. I make it a point to stay connected to people I know…even when I have no intention of presenting or selling them something that day. Stay connected, build relationship capital…and win.
What is your morning routine?
I typically wake up at 5:20 am, push the coffee pot button, grab my yoga mat and listen to a Reggae tune for 8-minutes driving to yoga. Home, showered, and at the desk by 7:30 am. Then…it’s off to the races. Talking to team members, driving new business, producing some video content…and spending a majority of the day in highly productive activities. A few Zooms at night, dinner…then time with the family. I get my personal growth time done either late at night or early in the morning. I don’t want to take my most productive time of the day for things other than something that right now grows my business.
What habit or behavior that you have pursued for a few years has most improved your life?
Regular date nights with my wife are one biggie. We’re coming on 25 years of marriage and we’re in the best place we’ve ever been. I owe that to open communication and focusing on one another…which can be a bit hard to do when raising a family. A lot of times the focus goes 100% to the kids and couples forget about that bond between one another. My secret to a healthy marriage is communicating your needs and spending time together.
I have always worked out. I’m not doing any fitness competitions, but moving my body is crucial to my performance. Couch potatoes beware! You don’t need to be ripped, running marathons, or doing anything insane, but I don’t know how people can perform in life when they are sedentary. I move my body daily.
I already mentioned this…but this is the ONE BIG THING for me. Building relationship capital. The more you focus on people and actually LISTEN to what they say, the more powerful you become in your ability to help them.
What are your strategies for being productive and using your time most efficiently?
I work every day like I’m going on vacation tomorrow. If you’re going to work, WORK! If you followed me around for a week, you’d get tired just watching me. I get as much done as I can every single day, without allowing the QUALITY of my work to suffer. I work fast, but not so fast that I’m sloppy.
What book(s) have influenced your life the most? Why?
The first business book I ever read was Think and Grow Rich by Napoleon Hill. I went from ready to textbooks to business books the moment I became an entrepreneur at the age of 22. That classic book has so many nuggets in it about creating wealth. From the very first chapter, where he talks about the concept of Thoughts and how powerful they are in creating success. Most of us have heard the phrase, ‘what we think about, we bring about’. That book immediately got me THINKING about my thoughts. I immediately became cognizant of my thoughts and how they impacted my life. If someone reading this hasn’t read it and they want to create wealth in their life…I’d say this is Required Reading. They’ll learn about the importance of Specialized Knowledge, the importance of Organized Planning, the power of Persistence. I could go crazy on this question you just asked me. Better yet for your readers…go get the book.
I have so many books that I’ve read, so when you ask me this question…my mind starts racing. From a principle perspective….one of my all-time favorites is The Success Principles by Jack Canfield. Regardless of what you do for a living, this book is a constant reminder of the kind of principles that lead to massive success. That book is literally on my desk 365 days a year. I re-read it constantly. It is rich in stories and the level of learning you get by Jack sharing time-tested success principles makes it near the very top of my favorites list.
Another great book that has helped me strategically is Influence: The Psychology of Persuasion by Robert Cialdini. Anyone who sells anything which is almost everyone on this planet should read this book. It’s probably the best book I’ve ever read on the subject of Influence and Persuasion.
Oh boy…so many books to think about and the impact they’ve made on my life. Here are a few more. I think every teenager should read The Richest Man in Babylon by George Samuel Clason to get them started early and understanding the power of paying yourself and putting money away. Og Mandino’s Greatest Salesman in the World or Greatest Secret in the World is life-changing when you take the time to read it the way he intended.
All I know is this When I’m reading…when my head is in a book, my business booms. My mindset is fierce and unstoppable. When I’m not…I can tell because it reflects in every aspect of my life. Leaders are readers.
Do you have any quotes you live by or think of often?
My favorite quote of all time is from Martin Luther King Jr. “The ultimate measure of a man is not where he stands in times of comfort and convenience, but where he stands at times of challenge and controversy.” It’s easy being on your game and solid when things are easy, but when you’re tested…that’s really where you shine. Do you cower and run when faced with tough times, or do you step up? I really think that this is what defines a highly successful individual from one that isn’t. That ability to push through and maintain your integrity and drive when you’re facing a mountain of challenges in front of you is something everyone should strive for in life.
Even though I’m not a super big quotes guy…the simple Nike phrase of “Just do it.” Man…there’s serious power in that. You don’t need to have all the answers, just get started. You don’t need to know HOW exactly you’re going to get there, just start moving. Three words…JUST DO IT. Whoever that person was at Nike’s ad agency at that time deserves of medal for coming up with that. Simple. Powerful. True.