Lisa Wilber & Jeff West

Lisa Wilber and Jeff West our first time returning guests, today they are on the show with Noelle and Robert to talk about their new book, “Said the Lady with the Blue Hair” We learn some inside secrets like where the title came from and how they created this direct sales parable to serve people. Lisa wants to empower women with the possibility that they can earn their own income and not be stuck in a bad situation by someone else’s decisions.

A little bit about Jeff...

Jeff West is the award winning author of the heartwarming business fable, The Unexpected Tour Guide, winner of the Bronze Level Award in the Business Fable Category from the Axiom Business Book Awards in 2015 and recipient of kind endorsements from bestselling authors Bob Burg, Brian Tracy and Tom Hopkins.

His latest parable, Said the Lady with the Blue Hair, coauthored with Direct Sales legend, Lisa M. Wilber will be released in December of 2022.

A little bit about Lisa...

Lisa Wilber started selling Avon on Guam at the age of 18. By 1986 she had sold part time while working other jobs including as a convenience store clerk and secretary. When she was laid off her job and couldn't find another, she turned her Avon side gig into a full-time business.

She has been in Avon U.S.'s top 10 money earners for more than two decades, currently at number 5.

"Said The Lady With The Blue Hair: 7 Rules For Success in Direct Sales Wrapped in a Wonderful Lesson For Life"

by Lisa M. Wilber and Jeff C. West.

 

Check out more 

YouTube: /LisaWilber

Facebook: /Lisa.Wilber

Said the Lady with the Blue Hair available on Kindle

zazzle.com/store/ladywiththebluehair

Check out more  

 Website: jeffcwest.com

Facebook: /jeff.west.330

LinkedIn: /in/jeffcwest

Free Sales Training: survivalskillsforcommissionsalespeople.com

 

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Said the Lady with the Blue Hair
57:25
 
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Show Notes

Robert Peterson 0:00 

I'm excited for today's guest, Lisa Wilber and Jeff West because they're our first returning guests. Jeff West is the award winning author of the heartwarming business fable the unexpected tour guide winner of the bronze level award in the business fable category from axiom Business Book Awards in 2015, and recipient of kind endorsements from bestselling authors Bob Berg, Brian Tracy and Tom Hopkins is latest parable, said the lady with the blue hair. co authored with direct sales legend Lisa and Wilbur will be released in December of 22 Lisa Wilber started selling Avon on Guam at the age of 18. By 1986, she had sold part time while working other jobs, including as a convenience store clerk and secretary. When she was laid off and couldn't find another job. She turned her Avon side gig into a full time business.

Noelle Peterson 1:26 

She has been an Avon, US Top 10 Money earners for more than two decades. Currently, at number five,

Robert Peterson 1:36 

Lisa Wilber and Jeff West are first time returning guests. Today they are on the show with Nolan Robert to talk about their new book, said the lady with the blue hair.

Noelle Peterson 1:45 

We learned some inside secrets like where the title came from, and how they created this direct sales parable to serve people.

Robert Peterson 1:52 

Lisa wants to empower women with the possibility that they can earn their own income and not be stuck in a bad situation by someone else's decisions. Jeff and Lisa, I am excited for today's show. I just can't wait to share about the project you guys are working on together and the launch you have coming up. lots to celebrate today. You Jeff and Lisa are first repeat guests and the first guests to come back as a duo.I'm not sure what that means. Celebrate.

Robert Peterson 2:27 

We're gonna celebrate everything we can celebrate. 

Jeff west 2:30 

I forgot my cape. For the dynamic duo, I will have forgotten my

Lisa Wilber 2:35 

Mine's right there.

Jeff west 2:37 

That's true. Nice.

Robert Peterson 2:41 

Obviously Lisa and Jeff, you guys are our friends. you've been part of the Go Giver network. That's probably where you met. Now you're because of that relationship because of that network and connection. You're collaborating on a project.Would you tell us about the project and what you're doing? 

Jeff west 3:06 

Start? 

Lisa Wilber 3:07 

Actually, we met on one of the Zoom calls. I'll tell you that little story because it's how we got to do this project together. I happen to have blue hair the day that we met, and matter of fact that's on my horizon again. I was on this call, and I was a little bit intimidated because a lot of the people are very professional. I am too but I'm the Avon lady.I'm thinking to myself, I've got blue hair, I've got to say something about the blue.I just said, You know what, if you want to have less judgment about other people, you got to dye your hair blue. This is working for me. When I go to the grocery store, look around, and I see a lady in a tight skirt. I'm thinking look at that lady's tight skirt, said the lady with the blue hair. I said it just like that. in the comment section on the Zoom. Jeff said that would make a great book title. Then he followed through with it. I actually fought you on that a little bit, didn't I? 

Jeff west 4:19 

You did it, it took us about a year to make the decision to move forward at least pretty close. uh I've written books before and my favorite thing to do is write parables. My favorite parable duo of authors is Bob Berg and John David Mann with the Go Giver series. It's been hugely successful, well over a million copies just of the original Go Giver book and their sequels to it. Then John David Mann and his wife on a Gabrielle man did go giver marriage together.it's just a light reading of parables. I always say John's the best storyteller we have in the country today or in the world probably. as I was making

Jeff west 5:00 

Seeing some shifts in my own business model over the years, I decided I wanted to try to duplicate that model. I talked to John about it. I talked to Bob about it, and kind of what they did.basically, from that mentorship, I started reaching out to people that I knew that that had networks of their own that they had already established that had, that were some they were someone that I felt like I can relate to, and I had respect for them.Lisa was actually the first person that reached out to me, and said, Would you be interested in taking some of the material that you teach your team anyway in sales? then we work together? I turned that into a parable? she said, Yes, fortunately.we began the journey of said lady with blue hair. basically what it amounts to is it's some of the exact principles, at least has been teaching for years and taught her Avon organization, and in other ways to just, and it also addresses some issues that are really going to the heart of who she is, and some things that she thinks very important.we just talked and began that process. It's been a very joyful collaboration. The books are ready now; we're just pre-launching pre-orders. May or excuse me, November 1, and then the book release will be December 1, but then what happens after we finish the book, Lisa begins to do her magic. Oh, gosh, the Facebook launch team alone is getting close to 900 members now that want to help us promote the book.that's just really strong.I have my hat's always off to her on those kinds of things.

Robert Peterson 6:32 

When it comes to marketing, leases, leases, kind of a go getter. We'll call it a go giver in lots of areas, but a go getter when it comes to marketing.

Lisa Wilber 6:43 

You know what I don't think Jeff, maybe you didn't know either is this is how I, when I do something that works, I do it over and over. I amassed an army a couple other times to get something done. The summer camp where my kid was going is expensive. I wanted to send my kids to my sister's birth. It's like $1,600 for two weeks or something. they were giving away a free two week thing. If you get enough votes online, and I thought, that's beautiful, I could do that. We actually got it and some of the other parents complained because they made really spectacular videos, they went all out making the videos. I had the connection.we won even though our video was like 20 seconds of me and the kid just standing right here doing.to me, it's always about involving enough people to get the job done.that's what I'm hoping to do with this is have a lot of people involved.

Noelle Peterson 7:49 

It's a very easy read. I've definitely enjoyed reading it, we read together in the car, orI read while he drives,

Robert Peterson 7:58 

She's my audible.

Noelle Peterson 8:02 

I will say there are many times of laughter and syncing, I know at least a little bit through you through these calls, and just in hearing her come through. then there's also times of joy and tears that we felt, we definitely can sense that in your writing.

Jeff west 8:19 

That's one of the highest compliments you could ever pay me because as a writer or an author, I want to take people on a journey. Ideally, in every book I ever do, I want them laughing, I want them learning, I want them to have a tear every now and then. if you can touch them emotionally, they're going to retain the lesson. Lisa gave me much freedom, we would go back and forth a little bit on some of the chapters because there's some certain things that Lisa has some definite spin on that are right on the money. She really gave me the freedom to write the story and make it play out. and we interviewed each other. We used a lot of us in the story too. There's just a whole lot of fiction that we wanted to create. We wanted to create something special that we think will last

Robert Peterson 9:08 

Obviously your target is direct selling marketing, that are the principles that you're focused on. Yet those principles apply to almost any sales, business or sales position. Really, right. Your experience in sales played well into expanding those principles and living out the sharing of the story in a real way that people can relate to. That makes the book really powerful.

Jeff west 9:43 

Thank you. Those were Lisa's principles that we went on. Lisa, how long have you been teaching those in your team?

Lisa Wilber 9:52 

Oh, I've been building a team since 1992.it's 

Jeff west 9:58 

more than just yesterday. 

Lisa Wilber 10:01 

Obviously I was a wee child when I started off. clearly.

Robert Peterson 10:10 

So, obviously, what's your guiding purpose? What do you want the book to be able to do? What's the impact you want to make?

Lisa Wilber 10:22 

I actually have a big opinion of that. No, it's not just women, but I really want women to take it to heart that they need to be independent, financially independent, and all the ways independent, but financially independent, no matter what position they're in right now, whether they're in a relationship or not, just because the the averages is that you'll have to support yourself. The older I get, the more I run into colleagues and friends. Some circumstance comes up where they're having to support themselves, and they can't do it. It's just sad. I just want everybody to be prepared, because there's lots and lots of reasons you might have to support yourself. the odds are just that you will at some point have the support yourself. That is important for men and women. I see women not take it to heart more than men. my whole thing is to try to get the message to women, please. Please, even if you never have to use it, that's fine. have the ability to financially pay everything. Have the ability to do that. Know it, know you have the ability. that confidence. Yeah. confidence, that's a good point. Yeah.

Jeff west 11:45 

When Lisa and I first started talking, and she was telling me, she, we started originally with a list of 10 or 12 of our principles that she teaches our team and we narrowed it down to the seven that are in the book. Lisa was relating that part of her passion about getting that message out.as we were going along in the book, we said, Okay, we we, we definitely want to get that word out, we also want to appeal to men. that then the story really does. we've also purposely kept the reason behind, behind how the story is set up that's revealed in the first chapter, we've kept all that silent, we haven't put that out at all.we'll just let that play out as it goes. As we've been putting out the excerpts of the book, we've been very careful. We want to reveal some things, but we don't want to reveal everything.

Robert Peterson 12:31 

Nice. I love that mission. there's, it's too easy for women to be disempowered because of a marriage relationship because of just obviously life situations. They're at a disadvantage, especially raising children and doing some of these other things. and to have the ability to to create their own revenue stream is I in some ways, it's revolutionary. it shouldn't be this should be the norm, .I applaud you, Lisa, for wanting to empower women in that way. I know it has nothing to do with your collection of husbands, I mean ex husbands.

Lisa Wilber 13:21 

Oh, come on now just because they have more football shirts. Doesn't mean now i environmentally date let's not forget

Robert Peterson 13:36 

we need an explanation of what is environmentally

Lisa Wilber 13:40 

release. I still go fishing. I take a nibble once in a while but you know what, they're all going back.

Jeff west 13:52 

What the story does too. there's much of it that to a great extent, it's modeled after Lisa, I've got a lot of respect for what Lisa has accomplished in her life. As I started doing research on Lisa, as we began this collaboration, I was blown away by everything I saw. One of the really important things for me in the story was to portray women in the strong leadership positions that they should be in and to have a message that doesn't take away from any one man or woman but definitely shows things in a very good way about relationships and mentorship. Lisa would tease me every now and then she says how are you writing this this way? I won't tell you to live what I say to her but it means I should be able to get back in touch with her emotions and relate to both male and female issues.it was very important.

Lisa Wilber 14:49 

I didn't say how are you writing this way? I said are you sure you're not a chick?

Jeff west 14:54 

That's what she said.

Robert Peterson 14:57 

He was trying to let that go by he was good at He

Jeff west 15:04 

said, Hey, I could strap on my ovaries. Edit that out, Robert,

Noelle Peterson 15:14 

the character you to bring in, that's all,

Jeff west 15:17 

we didn't have a good time and a good sense of humor about life.it is makes it much

Robert Peterson 15:22 

fun. and obviously, building on principles that that work are, are valuable, right being able to use these principles that will actually help somebody. like you said, whatever story you tell around those principles for somebody to learn them, feel them. I love that your focus is really anybody who can do this. , and somebody reading the story is going to say, Wow, if that young lady can do that, I could do that. Right. That's the real empowerment that happens in this.

Jeff west 16:01 

that message is going to be strong in direct sales, but also, for anyone who's in multi level or network marketing, anyone who's an independent, I was an independent insurance agent for 30 years, almost, I guess.anyone who has to be self reliant, built something on their own, if they follow what Lisa teaches in her team, they're going to be successful. That's pretty much it.

Robert Peterson 16:24 

Yeah. and and, Jeff, I really appreciate your, your view of it's scarcity mindset for men to feel like women are a threat to their leadership, , and for men to open up and say, No, we need, we need women's voices at the table, we need women's voices to be heard, and because that the true equality happens in, women and men sharing together and, and , we really are meant to complement and, and collaborate and not meant to compete. The corporate structures created this model where men are in these positions of power and feel like they have to protect it and hold on to it and, and they're holding on to it against other men as well. but it really does hinder women from getting into those positions, getting into the boardroom getting into the C suite. and we need more men sharing the message that says, no women, we need the women's voices, especially corporations and organizations that are large, because the women bring a perspective that men will never see.

Jeff west 17:34 

Right. There are a lot of books out there. I know, as I was getting ours ready to go out. There were a lot of books out there that were women, basically writing books about their journey, and how they got into leadership roles and trying to help other women do that. we're the only parable out there that has women, mentors women and grows a business like that.as far as I can find, we're the only parable out there that does that.

Lisa Wilber 18:00 

 I like that it shows direct sales the way it does, too, because, there's a lot of women that take their career, and then they have children, and totally opt out of working, and then think that they can just come back in and pick up their career the way it was. that they're misguided, because I don't think you can take time out of your career like that, and come back and get the money you are getting, you just can't do it.with direct sales, you don't have to do that. I've certainly adopted my son 17 years ago. I didn't have to, certainly I wasn't as driven as I was when I wasn't, didn't have children. I certainly kept this business going the whole time. I did that as a single person. it's doable in not many jobs, I could have done that I couldn't have probably done a corporate job and had an infant, it would have been tough. It presents direct sales the way we are going to help a lot of people too.

Robert Peterson 19:11 

That's what's exciting about this. this is really not just a book for the sake of writing a book, it's a book for the sake of, of truly making an impact and, and potentially inviting people to an opportunity that will change their lives.

Jeff west 19:32 

When we were putting this together, that message was one that we wanted to do and for your listeners, if they haven't already read the book, they will know the two main characters are Bill, the lady with the blue hair and Kai who becomes her protege. Kai didn't want to be in sales and didn't like salespeople.we wrote that into the journey because that's what happened with me. I don't know if it's what happened there but I didn't want to be in sales. I have a teaching degree.That was the plan. and we took a really honest look at how that feels when someone's going through it. We wrote that into the storyline. a lot of people have that, whether whatever in life has made their opinion of salespeople not be great, it's there for many people. This walks through that journey. it does it in a pretty good way as far as the emotional touching of it. So

Noelle Peterson 20:24 

 It helps give a different perspective on direct sales. Sometimes those people in the corporate world don't envision those parties as, as they're as they're meant to be.Writing that in and seeing that is a different viewpoint and how valuable some of those principles are, that we can, that we can just use in our own daily life. That's the whole purpose. just a different perspective on those parties, is very valuable for just for all of us.

Jeff west 20:58 

Thank you for saying that.

Robert Peterson 21:00 

Well get past the MLMs abuse your family and friends, 

Jeff west 21:06 

 it definitely doesn't do that. I wasn't an MLM, back in the 80s. I was taught to do it the right way, just the same lessons we teach in the book.it was, it's all in your mentors, and the lady with the blue hair has been a fantastic mentor for a lot of people. So

Noelle Peterson 21:27 

 in that perspective of mentors, and how valuable that is to all of us to guide us on our journey in life and whatever direction we're gonna go. Would you each share one of your favorite principles?

Lisa Wilber 21:38 

Oh, yeah. mine, of course, is the wood stove rule. I live in rural New Hampshire and I have for 25 years or so. when I lived in the single wide with, I guess I should say, husband number two, I just say number two, but the whole football shirt thing. Anyway, we broke the furnace, and I had to get a wood stove. We found one on the side of the road for free. I fought with that thing for years, by the way. it taught me that if I wanted heat out of that thing, I had to put some wood in and I had to get the kindling going and I had to get the paper, you had to do stuff before you got the heat. It wasn't just automatic, when I had to think of something to tell a team member, because they would say it to me, and I was surprised how many people said it to me. They'd say, You know what, I'll start investing in this when I make some more money first.I'll buy books when I make money first, or I'll put it out in the paper when I make money first. I'm like, it doesn't work that way. That'd be awesome if it worked that way. you have to treat it like I do the woodstove. You have to put stuff in the stove before you can get something out of the stove. people immediately knew what I was talking about. That made sense to them. That's why I created the rule. I use it to this day, because I'm surprised how many people still say that to me. When you're a small business owner, you can't just sit there and wait for the heat. you gotta put the wood in.

Robert Peterson 23:18 

Nice.

Jeff west 23:19 

My favorite I'm not going to say because I want the readers to get it when they read it. to me, it's hilarious. When Lisa first told me the rule, I left for 10 minutes. Okay,I'm not going to really tell that one because I want the readers to get it. My second favorite rule is almost as funny to me as the first one. It's called the naughty rule. It says, I'm paraphrasing, because I don't have it right in front of me. it basically says, If you don't get in trouble every now and then you're just not trying hard enough. The premise, of course it is, is about creativity. It's about stretching boundaries, it's about trying new things. In the story of the book, of course, we're very mindful of the fact that my training and insurance, my training in direct sales, just like Lisa was, okay, we've got a successful system that we know works. we want to, we want to honor that system, because it's very similar to franchising. If you follow what the system is, you have a higher chance of being successful. That doesn't mean you can't have creativity.Creativity only happens when really good and competent people are willing to open their mind and maybe try some newer things to stretch the boundaries a little bit. one of the things that I wrote into the store is don't let because that's the way we've all done it become your mantra, because you don't want to don't wonder that no growth happens that way. I will just say it's my second favorite rule.

Robert Peterson 24:48 

Nice. Now everybody has to guess what your first favorite is actually. So, Lisa, we want to wanna dig into the naughty rule just a little bit, because that's one of your trademark really, almost.let's, let's talk about some of your marketing ideas and things that have really, we already talked about your, you're creating this launch team and you're getting, a 900 people, your goal is to have at least 1000 people excited to be a part of it. and that's, that's just, doing something a little different than most people do. Right. and a lot of your marketing ideas have come from things that you just see some big company doing and say, why can't I do that?Would you share? Those?

Lisa Wilber 25:42 

 The naughty rule actually came about because I saw I was on an Avon trip and saw a PT Cruiser wrapped with a vinyl ad for Coca Cola. At that time, I was driving a peachy trouver cruiser. I went home and wrapped my PT Cruiser. I, when I got it done, the other Avon representatives in my area, the manager came in, she said, You can't do that. I said, Where did you see that? I said, I looked at the roles. I didn't see that you can't do that specifically. She said, they're mad about it. I'm like, they can wrap their heads to see a problem here.at the beginning, everybody was mad that I did it. it certainly has gotten me a lot of business. Now I'm more on social media than in person because I live out in a rural area. It's funny, I usually get in trouble. then there's a little time when I'm not getting in trouble for it. then they make a big deal of it.at avons 120/5 anniversary, we had a big celebration at Madison Square Garden, and they actually showed my wrapped PT Cruiser on the screen in front of 1000s of people.what originally got me in trouble and and I got on a front of a magazine with it too. just because someone hasn't done that before, and I started doing all that marketing stuff, because I'm not a door knocking person. I'm actually an introvert.door knocking was like having a root canal every day.I don't do that. Instead, I do enough stuff.people are attracted to me. The car is one of those things people come up with. This is kind of funny wherever I go on my vehicles and their rap. Everyone says the same thing when they come up to me. They say, What do you sell Avon? No. Right. I'm not sure why that's the line. everybody says

Noelle Peterson 27:51 

I can go number two out there and marketing tips. We will

Noelle Peterson 28:29 

all the marketing tips and marketing ways that you've come across and done things in the world in your Avon world that you could do a book on marketing.

Lisa Wilber 28:38 

I have actually, when I first was doing speaking, I tried to make sure that I'm utilizing all of my income potential.when I first was doing speaking at Avon corporate, when I made it to the top of the pay plan, they had me going around doing speaking and I thought this has taken away a lot from my actual direct sales business. I wonder if people get paid to do this. sure enough, I found out people do get paid to speak and then when I went to the Speakers Association, they said one of the main ways people get paid is to write a book.I actually just wrote one, put it on a little flash drive, walked down to the printers and had them printed some and I sold 8500 books back then when I was doing that just at the printers in the first the first out few 1000 were spiral bound even they weren't even anything but to me it's it's important if I'm going to spend my time and invest my time that I make it not hurt the other areas of my life it needs to be income producing if it's business related,

Robert Peterson 29:41 

so smart.

Jeff west 29:42 

Al Robert, Lisa does something that fits in with what you guys do like your podcast needs to add value to life. Lisa and I both in the sales process, we're always looking for ways that we can add value to the people that are involved with us on anything and and One of my favorite things that she's done during this book launch process is, as we've sent out early copies to people to read and looking for endorsements and all that, every single one of them, she has made a graphic, bless you. She has made a graphic that's got their picture on it. It's got their endorsement, it's got information about the book at the top. then it also has their website, their business right under their picture that we can help drive business to them as well.she put these together, and we both tried to share them like crazy all over social media, but it's giving something of value to them, because every time we share that it helps drive business back to that person who's helping us.I just love that she's done that it's one of my very favorite things she's done.

Lisa Wilber 30:48 

I like it when you like stuff.

Noelle Peterson 30:51 

One of the blessings we've received as knowing Lisa is just receiving the beautiful, thoughtful cards that she sends out.

Lisa Wilber 31:02 

I like doing that. I'm a card Holic. I said I've sent out almost 79,000 cards in the last 13 years.

Robert Peterson 31:13 

That's pretty incredible. Alwe, I know, the other marketing and speaking piece that you did, because sales weren't the way they are today. You used to have to carry your inventory and have your inventory. and your way of selling that inventory involves a U haul type truck. Trip.it's I want you to share about that level of marketing, because that's another doing stuff other people aren't doing.

Lisa Wilber 31:47 

You mean the round the country thing? Yeah. Okay. It actually didn't have Avon on the truck. I had the books that I wrote. I was speaking to another Avon representative. I had heard this story. I forgot his name now. He was on PBS. he went around and went to all the radio stations. He followed the antennas and went from station to station to station all around the country, building his business. I thought, I can do something like that. I went and I sold tickets myself. This was before. to give you some idea how long ago I got Mapquest and was following it like a pirate all the way around the country. I had my printed pages, right.I booked the hotels. then I sold the tickets, word of mouth, and I sold the tickets all ahead. I went from place to place to place. The big giant trip I did was 29 seminars and 39 days or something that was something crazy. I had a one ton truck and went from hotel to hotel to hotel. Now it's funny, it's that principle what your bigger profit and other land. I sold out Oregon, like twice, I did 200 seats. then one on the East Coast. I had two people. It was a big learning experience. It was kind of awesome. I thought I was going to get my chops as a speaker. What I learned to do really well was to be a truck driver.

Robert Peterson 33:23 

It's another skill set that you added to the repertoire

Lisa Wilber 33:27 

Now I'm Glad because there were days that I lost my voice in New Jersey for a little while. I had a portable speaker with me and I made it through but then one time I pulled my back out that was like in Louisiana. I bought a cane at the Rite Aid and I'm trying to hold myself up on the one time to get my stuff off. I didn't miss one. I really tried but I couldn't do many things. I can't be smarter, I can't be prettier. I can't be blonde or I guess I could do that. I can make sure I outwork anybody. I can work as hard as I can.I was just determined that I was going to make that trip successful. That was at the beginning of 2001 Actually,it was funny. I was coming on a different run. I was coming back when that whole thing happened. 2001 I was down in South Carolina when that all happened and had to drive my one ton white box truck. Think of this across George Washington. That was a little nerve wracking. that was

Jeff west 34:36 

Can you guys see why she is the perfect person for a book like this? It's just amazing to me. It's it's, it's the kind of work ethic and the kind of commitment to finishing what you've got going on, that everybody can learn from.it's, it's been a joyful collaboration. I've said that on numerous occasions. So

Lisa Wilber 34:57 

You know what Jeff did too in the book. Abell doesn't try to get chi into her company, she wants her to do what's best for her and talks her through the process. That's important, too many people don't look at the other person what's a good fit, they just try to make them a good fit for what they're doing. that never really works. Each person needs their own fit. The industry hasmany options, that we should all want what's best for the other person, and there's going to be some of them that are a good fit for me, for my company. if you look at it from that point, it just doesn't try to just shove everybody in your own company, the world would be a better place. I love the way he wrote that in there.

Robert Peterson 35:47 

Wow. Yeah. you and I recently talked because we were talking about the SendOutCards and, and how powerful those are. The majority of your growth in your business now is coming from people that have met you but didn't sign up necessarily. Now they're the opportunities still open.for it's it's, it's never a closed book on people that you meet everybody is, has potential to if they don't work with you now that they could possibly work with you later. building those kinds of bridges and serving people in for the long term is a lot more powerful than the sales idea of, oh, I didn't buy for me, cross them off the list.

Lisa Wilber 36:38 

 One of the things I'm most proud of is that I like to think of myself as a connector. Like in the Go Giver book. I've had people probably call me weekly and say, Do you know somebody at the top of Tupperware? I want a good mentor? Do you know somebody that's big into Prince's house? I do, and I connect them? I don't say no, you know what you want to do? I don't because that's not, that's not you should be hoping for the best fit for that person. if that's what they want, I still can be of service by connecting them with someone I know. That's important. I'mglad he wrote it that way.

Noelle Peterson 37:17 

It's all about relationships, Yeah.

Robert Peterson 37:19 

I also love that Jeff shouts out both the Go Giver marriage and, and go give her series those because obviously both have fantastic foundations.So now what's your favorite principle from the go giver or one of the Go Giver.

Jeff west 37:37 

Probably my favorite and that is your true worth, or your true value, excuse me, your true worth is how much more you provide in value than you take in compensation. That's not to say that you're giving away the farm. That's not what it means. It means that everything that you do that you earn an income on, you also do things above and beyond that people aren't used to. Like when I was in the insurance industry, I developed a network of referrals inside my own clients. I'll never forget the first time that I went in. I learned that quite frankly, from reading endless referrals, which was the how to book that was later turned into the Go Giver. I went into one of my clients after reading that book. I said to them, I wanted to get 20 minutes and the owner saw me at a mortgage company in downtown Dallas, on the 23rd floor of a building. I told him, I said you I'd love to get some time with you. when I sat down with him, I said, the first thing I want to do is think I said, You're my client, I make my living, I feed my children, I feed my family because of what I do. '' Your company's a part of that.I just want to thank you for doing that. He and then of course we had a little conversation I said, and now what I want to try to do is I want to see if I can return that favor. I said I've run into people every day. I've got sales contacts I'm making. I've got current clients, I'm running into many people all the time. What question do I need to be asking them in order to know if that would be a good referral for me to send your way. that because that was a value above and beyond what I was getting paid for that I wanted to provide for him. I'll never forget that he had his glasses on at the time and he said he took his glasses off the table. He leaked back to his chair and he did this. I thought, Okay, what's about to happen here? he said, I'm going to answer your question, but before I do, I gotta tell you something. I said what he said, I've been in business 30 years. I've had salespeople ask me for referrals all the time. You are the very first person in my business life that has ever asked me how you could refer business to me. Thank you. That kind of intrinsic value above and beyond the actual transaction of sales is an alert again from Bob Berg stuff and like sales before the Go Giver came out it was just endless referrals at that time. learning that literally it changed my direction in my career. I was a district sales coordinator with a fortune 500 insurance company. As a district sales coordinator, I was kind of average, I would make my quota one year, I would miss it the next. I wasn't in danger of getting fired. I wasn't doing a great job either. my state manager at the time got him Frank Davies, in January, the first week of January of the year 2000, I can remember it exactly. He gave me two books. He said, I want you to read these two books. I said, Frank Davies, I'm a grown man, I'll make the decision whether or not I read those books, let me say they were two books. One was John Maxwell's 21 Irrefutable Laws of Leadership, which is one of the best leadership books you can have. then the second one was endless referrals by Bob Berg, who I did not know at the time. Those two, I went for being an average district sales coordinator in 2000. I became a regional sales coordinator in 2002. I became a state sales coordinator in 2004. I did my last 10 years with that company, as a state manager.

Noelle Peterson 41:00 

There's a lot of value and also just understanding that the value we can get from other books and keep reading, you mentioned book after book after book and there's been, there's just a lot out there that we can learn from. Absolutely.

Robert Peterson 41:15 

All Lisa, what's your favorite principle?

Lisa Wilber 41:19 

Oh, yeah. I don't have the principles memorized.

Robert Peterson 41:22 

You can wing it.

Lisa Wilber 41:25 

No, . I don't know which principle this ties into. it, it's like, nails on a chalkboard, when someone says to me, I'm gonna get paid to do that. Or I'm not going to help people, because they're not in my downline, that drives me bananas, because to me, the company is paying me a boatload of money to be of service.that includes actually going to convention and letting everybody take my picture and sign in the things or whatever it includes. It doesn't just include waiting or servicing my own team, it includes all of it.to me, it's, that's the value that I get. That's why I get paid what I get paid. It's my job to figure out how to give more value, if I want that check to go up. It's not just mathematics about how much we're selling. It's how much value I'm bringing to the whole company.I don't know which one that goes in which rule. That was important. To me, the whole concept of that, and I like being in the Go Giver success lies, because to be around a whole bunch of people who feel the same way about this, as I do, has been invaluable. It's been hard to be out here on my own feeling this way. not necessarily have like minded people around me like I do now.this has been awesome.

Jeff west 42:51 

There's something that Lisa mentioned earlier about how passionate she is about mentoring women and about women, women, touring women, and getting them to be able to grow into their own independence financially, even if they're in relationships. It brings back one of the you guys are very familiar with with John David Mann and Ana Gabriel man's book, The Go Giver marriage, one of the principles they talk about in there really illustrates exactly why that same message is valuable for couples, because it talks about for a real marriage to work, you really have to have some individuality in there, where you have two people who are growing themselves, they are building their, their value inside themselves, they're doing the things that they want to pursue, that they have passionate about, and then it overlaps. that overlapping part where they're at each other's biggest cheerleaders and there, they are supportive, that can become the greatest relationship including the greatest marriage in the world.couples out there of course, I highly recommend that book all the time. As you get your copy of said lady with blue hair, it mentally in your mind that if you're in a relationship with another person, put that together with the Go Giver marriage because I was talking to Ana Gabrielle this weekend. she said, we almost named it the Go Giver relationship instead of marriage because it's in every relationship. so, but when you pair that in mind, you think about this is perfect, and it really would matter if it's a man or a woman, even with the principles we teach and said the lady with a blue hair, it will create that that individuality that's extremely successful and overlap and then have just it'll improve every relationship so

Robert Peterson 44:31 

Oh, absolutely. Having served in ministry and been a pastor and counseled many couples, it's amazing to me the number of couples that are expecting their needs to be filled by the other person and, and and when you let go of that, and you focus on, on how can I make them better? What can I get from them? It changes the dynamic of having a relationship. Of course, the crazy thing is, as soon as you start doing that, instead of begging them to satisfy your needs or make you a better person, they actually do that naturally. it's always that there's always this crossover period of, but if I give that up, how will my needs be met? , and the truth is, they will be because you're both growing and both wanting to do that, just like Lisa's wanting to serve other uplines and downlines and other people in other industries and other places, because her heart is of service and not how am I going to get paid? Or how am I going to get my needs met? It, you understand? it's really shifting that difference between scarcity to abundance to recognizing that there's lots out there, both financially, but emotionally, that that will come back to you. When you start to put other people first.

Noelle Peterson 46:03 

There's value in the unseen mentor relationship. there's plenty of people. We see it a lot and parenting that our kids are always watching. They're seeing stuff. even in business, and in a world like yours, Lisa, I can see that. There's lots of women that are watching you that you're not necessarily mentoring directly. how you react and how you serve, get seen by hundreds, 1000s many, many, many, many people know billions,

Lisa Wilber 46:30 

Noelle Peterson 46:34 

That they can watch and learn from you without ever actually being in direct contact.

Lisa Wilber 46:39 

 It was funny, what I and I consider this a giant compliment. The time I had somebody come up to me, I believe it was over in the UK, and I was speaking at an event. She came up and she needed an interpreter. Her skin color was different from mine. She needed an interpreter. What she wanted the interpreter to tell me is how much we were like, oh, she said I felt she said I felt connected with you because you and I are much alike. I just thought that was such a big compliment for you in order to be in we and she needed somebody else to tell me because we don't look the same. We didn't speak the same language. yet she felt we were much the same. I just love that.

Robert Peterson 47:25 

That's fantastic. Obviously, giving is a big part of who each of you are as individuals.how is giving a part of this, this project and in what you're doing with your book launch?

Jeff west 47:43 

In the book launch itself, I'll let Lisa go through the things she's doing here because she's doing much. one thing that we both tried to do is we both tried to interact with the community a lot. We want them to see us in our real authentic, Warzone smiles kind of way if they need to, we want them to be that we want it to be that kind of we want them to look at us as family offices even in our group. I haven't posted pictures of my daughter's yesterday. I didn't even know it was national daughters day. It makes me feel bad . Oh, no. Pictures of different ages. and I will tell you, for me, in the actual book project itself. It was the significance of me to take lessons from another person in sales that I just truly admire. take those lessons. Yes, part of it is me coming through, but it's really pulling me to a subservient level in that. taking those lessons imagining myself, I've heard her teach those lessons, I've heard her talk through those lessons. just put myself okay, if I'm sitting here teaching with someone, how would How would this how would that conversation go? then that's how I wrote most of the dialogue in that mindset. it was, it was that experience for me that tried to provide that value for Lisa also was one of the most rewarding things for me. That's the whole Go Giver mentality as we get a lot of great business context from what we do. we also get the intangible of how it makes us feel to be that kind of a person I guess. Now get out of your way because you're the magic when it comes to the

Lisa Wilber 49:27 

To me, I knew we would need an army of people. That's been true. Almost every project . That'll be a second rule, though. I'm saying but the sixth the success rule is you can be successful at anything if enough people know what you do. to me every time I've had a project that has worked out is because I involved people to the extent where they felt we were all doing it together and they had ownership in the project.as far as the launch goes, what I'm trying to accomplish is that when they look back on this a year or two down the road, they'll be saying to themselves, remember when we did that book, remember when that book came out? We all were part of it. aren't we proud that we brought that book to market with these guys.we're not necessarily the stars of it. We're all the stars together. We're all bringing this book together. Some of the way I'm thinking, every day, I'm thinking, how can I do something that's either a touch of feel, like the wristbands, or you can feel them and you're wearing it. we're all in this together like a club. I put recipes up, because that's a taste thing. I found out what our song lists were, he and I, oh, I This is funny. We have a Spotify song. We find out these things about each other. It's like, we like a lot of the same stuff. we didn't know it. I don't know about you, but it kind of freaked me out a little bit. I had like, I had no idea that Jeff, like Garth Brooks at all, and I'm like, over the top with him. It didn't make the Spotify list because Garth Brooks doesn't allow that on Spotify, his songs. when I saw his list had five Garth Brooks. I went crazy for that. The fact that we're sharing parts of ourselves, helps other people know us better. I don't know about you, but I like a band, once I know the story of the people in the band better. That's true of the book, too, for them to understand us a little bit. to share parts of our life with them, it's going to make them like the characters better, like the story better, and understand the principles better and feel part of it. That's the thing is I want everybody to feel like we're doing this together as a team.

Jeff west 52:04 

It's becoming a cause in the message in this is strong, and the way we came together to make it all work, it's just pretty amazing. The lessons are going to be the kind of thing the story is going to be the kind of thing that is going to change a whole lot of lives. I'm hoping that the group and then everybody reads up. I'm hoping that in their life, it becomes a point, it becomes a shift, and it becomes a cause that helps them so much that they can't help but talk about it to other people. That's what we've tried to accomplish. It's a good shot.

Robert Peterson 52:45 

Absolutely. Now you get to leave us with each of your words of wisdom. Of course, besides go out and get your copy of said lady with the blue hair. look for that, in all the ways to buy it. It'll be in the description, of course. we'll make sure the links are available.besides go out and get a copy, and 10 copies for all your friends.

Jeff west 53:16 

This is coming

Robert Peterson 53:18 

with your words of wisdom.

Jeff west 53:22 

I'll let you wrap it up, because you're the main focus of the project.I will say words of wisdom. Find something that you want to do that you could be passionate about, passionate about, that will also fit into the values that you hold most dearly, whatever those values are. If you find something to do for a living that fits that you're going to be way more successful than if you have to go do a job or pick something that that either conflicts with your value.you can't spend the time doing those things that you want or it or it or just doesn't line up for whatever reason. Pick something like that. what you'll find is you're going to be way more successful. You'll be successful, you can be braggadocious about it. We're doing something and I said that on her show, actually. I'm an old Georgia redneck. I have lived in Texas for 3020 33 years now but I'm originally from Georgia and I'm proudly a redneck. I'll just be honest. uh, said braggadocious to her she said I've never heard that word. No, she hasn't. She's braggadocious now herself so

Lisa Wilber 54:35 

I want to get it on a shirt.

Robert Peterson 54:39 

I'd have to go around. That's a big word. It's a big word

Lisa Wilber 54:42 

it's that instead of redneck we prefer Southern gentlemen see this? That's the thing right there.

Jeff west 54:50 

So the gentleman had a bad day and was red necked in the evening.

Lisa Wilber 54:54 

There you go. Okay, the thing I would like to leave everybody with is. It's funny how some things that have made a big huge difference for me in my life were things that I said yes to. I didn't know what the time would make would be a big deal for me. at the time that I said, Yes, I didn't always do. It didn't always feel comfortable. I didn't think it would work out like that. There was one time way back, which was, Avon asked me to do a video, and I was still living in the trailer park, I did not feel successful. I happen to be at the top of the pay plan, but I was not feeling successful. They sent out a team. I was there and a video called the rich and famous of Avon changed my life. I still get recruits today. From that video back in when was that 9090 or something like that? It was way, way back. Another project like that is this book. when Jeff said that I fought him on it. I shouldn't have said, Yes, immediately. I just kept thinking, do I want to spend that much time with blue hair? I didn't I didn't realize what I was doing. I should have said yes, immediately. Now I'm Glad that I did. There's just some things that you should just take a chance and say yes on and collaborating with somebody like Jeff is just something you just should say yes to all the time, because it could make that much difference in your life.

Robert Peterson 56:27 

Absolutely.

Noelle Peterson 56:29 

I just want to say thank you, Lisa. Jeff has been an absolute pleasure chatting with you today I will tell everybody who's listening to go get the book and a box of Kleenex because between the laughter and the queers, you're gonna need it is absolute fabulous read and you're gonna love it.thank you guys for sharing with us today.

Jeff west 56:47 

Thank you for having me.