Dr. Wayne Pernell wanted to teach seminars but had no marketing skills. He realized people only change when they have a concrete reason, so he targeted network marketers with a promise of higher earnings. He became the top speaker in that field.
Chapters
Nobody changes without a reason to change. When I first started, my intention was not to work with business people. I didn't really have an intention other than I want to teach these seminars that Proctor's teaching. But I didn't know anything about who my audience would be or marketing or selling it or who do I go after or any of that. And I learned really quick, because I had to be making money immediately, that the people, if they did not have a reason, in other words, a real committed reason to actually make these changes, there was no change going to happen. So I went after the idea about making more money and I started selling it to people that were involved with network marketing first because that's what I came out of. So I kind of had a door into that world. And then within a few years, I was like the top speaker in all of network marketing in the United States.