Today you guys are in for a huge treat. I’m releasing another portion of my exclusive interview with Ed Mylett and today’s topic is building structures for success.
First of all, let me introduce Ed Mylett to those of you who don’t know who he is.
Ed is one of the top representatives in the history of the company that I work with. In my opinion, he’s the greatest of all time. Ed built the majority of his wealth early on within our company, and he still plays an active role in our company today. But, he’s also one of the most successful entrepreneurs under the age of 50 in all of the United States. He’s coached and mentored thousands of people who earn a six-figure income.
Now, Ed’s transitioned into the social media world, where he believes his message can be pushed further out into the world. Like me, he uses platforms like Instagram, YouTube, and he has a podcast. He’s one of the fastest-growing people in the influencer social media space. If you haven’t checked him out on social media, then definitely do that.
Lastly, he co-founded the Arete Syndicate with Andy Frisella, which I’m a founding member of. It’s a movement, and I’m so proud to be a part of — you can go to my Instagram bio or my highlights to learn a little bit more about it.
So, that’s who Ed Mylett is. He’s an amazing family man. He’s one of my closest friends and an amazing mentor. This guy has mentored me for the last ten years through so many things, and I can’t express enough gratitude for how he’s changed my life. He’s changed my kid’s lives, and generationally he’s going to make an impact. That’s what Ed Mylett means to me personally.
This interview is a huge deal. It’s all about how you can build structures that will guide you and the people around you towards success. Let’s dive into the interview.
Q. How do you build structures for success?
A. To create a solid structure of success, I always arrived at the office at the same time every day. You may think that seems trivial and stupid, but it creates security and safety for your team. That way, they know when you’re going to be there.
It’s almost like new recruits are like kids — they’re scared. They’re afraid that they won’t be able to pay their bills this month or that the opportunity isn’t going to work or that they made a mistake by coming on full-time. Being an entrepreneur is a fear-based proposition. There are a lot of unknowns, sometimes your family is against you, so there’s an insecurity to being an entrepreneur. Because of this, I needed to do as many things as I could structurally to create security for myself and my team. That security came with my presence.
Imagine if you were a kid coming home from school and you didn’t know what time your parents were going to come home. It creates insecurity. So my team knew – Mylett’s in here by 8:00 am. Every day. No matter what.
When I got into the office, I always had a two-hour window (for me it was 10:00 am – 12:00 pm — yours could be wherever you want) where I did nothing but contact prospects. I’ve never in my career written a sale between 10:00 am and 12:00 pm. Not even once. I’m not available at that time. New clients would ask if they could meet me at 11:00 a.m. and I would say: No, I’m not available then. That was the non-negotiable growth time of my business, and my team knew that those are the hours where you make your money. The only exceptions were Wednesdays and Thursdays because my BPMs were on Tuesday nights and I was loaded with interviews the next days, so there was no time to do my contacting on those days.
I do my interviews at the office during the daytime. All of them are in the daytime. Everyone took time off from work for follow-up interviews with me. I can’t fit my schedule around people to do interviews in the evenings because that’s when I’m closing sales. When I would set up interviews I would say: I hope you’re interested and intrigued, by the way, our interviews are between 8:00 am and 5:00 pm on Wednesdays and Thursdays. I would prefer to have the interview tomorrow. If you have a job, I appreciate that, but I hope you can get an hour off of work tomorrow. I hope you think it’s worth your time. I’m sure that if you woke up tomorrow morning with a blaring toothache, you’d schedule the hour to go to the dentist. But, if this isn’t as important to you as a sore tooth, please don’t sign up for an interview. That’s how I closed every BPM in 20 years. Usually, the recruit would say: No, no, no, it’s important!
I see a lot of Friday interviews from a Tuesday BPM — you’re not recruiting that person. Even if you do, you’ve taught them to do it wrong. You’ve slowed the process down. They’re not going to be urgent. I always say this about recruitment: there is always an assessor and an assessee. When you take a recruit on an office tour, make sure you don’t just introduce your team, ask the recruit questions and make them talk about themselves. That way, they know you’re assessing them and not the other way around. Don’t just give them a sales pitch all the time.
From the moment I meet a recruit, I’m assessing them, trying to create a structure because I need them to do what I tell them to do once I recruit them. When I get a new recruit, I want to create a structure of success. I don’t want to have to beg you to get field trained or to come in on a Saturday or to come to an event. But if I don’t wrestle that from you early on, we then have this dynamic where I pitch you on things all the time. So, I have to start the relationship by not pitching to you but assessing you.
I call it tell-asking. I’m telling them and asking them simultaneously, instead of just telling them things all the time or begging them. I still do it now when I’m with people. I don’t beg them to join WFG. I ask them to tell me about themselves. This lets them know that I’m assessing them. I ask them: Why would you do this business if we let you? After that, I’ll tell them about me and the opportunity.
2 Things We Can Learn From Ed Mylett
After that interview, I hope you caught how intentional Ed is with everything that he does. If you think about the wealth and success that he created in such a short time, he did it by being intentional with everything that he was doing, including creating these structures for success. But you know what, this information, as great as it is, is completely worthless if it’s not put to action. Knowledge is only powerful when it’s applied.
So after listening to this interview again, I went back and identified a couple of things that I’ve been doing for ten years as a result of following Ed’s advice. Two things really stood out to me that have impacted my career and the trajectory of my life.
The first thing was that I started showing up at the office at the same time every day.
A lot of people say, I’m self-employed, and I get to run my hours but listen, it’s not about you it’s about your team. It’s about creating a structure for success.
At my business, we don’t lose a lot of our key players because they know that one of their leaders is consistent. When my team shows up to the office and one of the guys in charge of mentoring them is almost always there before them and often stays later than them — they know that it’s a safe place for them to be. They know, without a doubt, that if they need to have a conversation with me or they need to rub shoulders with one of their mentors, that he is going to be in the office at that time every day.
What has started to happen is a lot of our leaders are now doing the same thing. A lot of men and women on our team are showing up early, or they’re showing up at the same time every day. It’s created enough structure that now our entire office has that same intention, and it’s changed everything for our team.
The second thing is when I started setting time aside every morning to make phone calls.
For you, it might be something different. I never loved making phone calls, so I always scheduled those for the morning so that by noon, no matter what happened to my day, it was already a success. I find that I usually control the first four hours of my day and then in the afternoon a lot of times I get an email or phone call that gets me off track.
That’s why people that intend to work out in the afternoon often have a hard time getting it done. It’s always easier to start working out in the morning because once you get your workout in, no matter what happens during the rest of your day, it’s already done. Once I get my calls in before noon, no matter what, I’ve already made my calls, and that’s one of the most essential activities in my business.
So what is it for you? What do you need to get done before noon so that you can say that your day is a success?
So as we wrap up, I hope you guys got some value out of today. My responsibility to my team and everybody listening is to continue to stretch myself, stretch my relationships with mentors and mentees and continue to create content that brings value. The best part of this journey for me is that I get to grow. I get to grow as I meet new people or as I get mentored by different people — I get to learn as much as you guys do. Thanks for tuning in to today’s #MomentumMonday.