gold calls

Are you serious, or just kidding?

How do we sponsor more in MLM?   It’s a question I always answer by asking people,  “Are you serious or just kidding around?”

I’ll never forget the first time I heard that question in business.

My manager on my very first job asked me that when I expressed frustration about not making sales way back in November of 1971.

Went something like this…

“I’m pissed and discouraged, Frank.  I’m doing what I was taught but the sales are just not coming like they said they would at the school.”

Frank, like myself, was Italian.   Reached across the table for some more pepperoni, sat back and looked at me for what seemed like a lifetime.

I was struggling and afraid of losing my job.  I just was not producing.  I figured if I came to him and asked for help that he would take my under his wing and keep me on.

“Are you serious or are you just kidding around?”

I started to speak, loudly.  I think I was going for some ‘how dare you’ kind of defensive speech.

He put his hand up in a way that meant don’t speak.

“Just answer the question.  Are you serious or just kidding around about wanting to sell a lot of policies?”


He told me it was my attitude.  We both worked for Combined Insurance, Mr. W. Clement Stone’s company.

“Did he tell you the story about the professor out there in Chicago?”


“It’s a true story you know.  If you are serious about wanting to set some records here, make your mark, then you need to go sit in your car and think about that for 15 minutes.  I’ll be here when you get back.”

What did Stone and my manager teach that made us successful in MLM?

A Squiggly Line

I returned and we talked for about 2 hours.   About the list and my perception.

He wrote the word cold on a piece of paper, actually a napkin.  Then he draws a tiny Squiggly line, converting the ‘c’ to a ‘g’

Tells me it’s easy on paper but I’ve got to get it in my brain, my attitude.

Pulls out the lead list again and says he sees Gold.  I know he’s telling me the truth, I can see it in his eyes.

I make a decision.  I’m never making a cold call again.  And, I never have.

A couple of months later I became the first direct-hire in the Life Division to earn the Silver Award. – sold 50 new policies in back to back weeks.

A couple of weeks later I win the Gold.  75 new in a week.  Then the Diamond, 250 new in 4 weeks.

MLM, by comparison, is easier.  A lot easier.

I learned some skills in Chicago but I learned a priceless lesson in a tiny Italian joint in Brockton MA called the Italian Kitchen.

Learning how to sponsor more people is really a couple of simple skills and deciding you are making gold calls, because they are.   Or they are not.  Just like your success, it is up to you.

Cold calls? Your subconscious has already decided to procrastinate

But the ‘up to you part’ is the interesting part.

No one wants to make cold calls.  It’s in your subconscious.

Everyone says they’d love to find gold.

Couple this idea with the $15,000,000 presentation thought in our previous blog and you are sporting the pedigree of a winner.

And who does everybody want to bet on?

A winner.

Let me know below if you’d like training on how to get 25 local business owners expecting your call every week so you can ‘stake your claim’ and mine for gold in your own backyard.

If there’s enough interest we’ll get that training transferred from a document to a quick video for you.

Just let me know in the comment box below.


mark januszewski

world’s laziest networker

About the Author

  • I love the “c” changing in “g” ! Wish I could find how to sponsor local 25 business owners. AND I know it’s all a question of attitude and paradigms. So any idea and skill that can help is more than welcome ! Thanks, Mark, for every lesson you give me (us) !

  • I am always interested in any training that you have to offer. It is priceless.

  • Love GOLD,- hate COLD . I’ll be waiting in wild anticipation for that blog / video

  • Gold is precious and beautiful, cold is distant and alone. Let’s go find some precious and beautiful prospects.

  • I’d love to hear about it. Your training always had great practical things that help my business. Look forward to seeing it. Thanks in advance!

  • Yes, I would love to know how to find 25 business owners who are waiting for my call!!!

  • Gold call… Makes sense. I’ll put it into action right away. I’m curious about your ‘local business owner’ technique. But then again, I love your stuff!

  • Mark great information gold calls sure sound much better than cold calls I have been making quite a few gold calls but so far no luck I do know that there is gold at the end of the tunnel.

    Mark one last comment the volume in your videos are really low I can hardly hear you.

  • Mark, great twist c –> g! One may hear/read about it for soooooo many times but still it remains out of reach to the conscious mind. Then all of a sudden it makes “click”.

    Wonderful post.


  • Your tips are all GOLD and yes I would love to learn more about business leads!

  • Hi, Mark

    Thank you for another nugget of golden information! The enthusiasm with which we convey information is definitely contagious. When we share information with confidence and expect a certain outcome then often the person(s) we are addressing will catch that expectation and respond in a similar fashion. Of course, if we lack confidence and conviction then THAT is contagious too.

    I would value any information you share on how to always have 25 businesses in my local area expecting me to contact them!

    Thank you for being such a wonderful mentor.



  • No more COLD calls for me. In fact every call is now a GOLD call. Thanks Mark, awesome trick in verbage. And yes I would like to hear the methodology for 25 gold leads per week.

  • Thank you Mark. Great video. Yes, I would like more info on how to make 25 GOLD calls!

  • I am ready to watch the video and Hammer the phone so that I can Hear sound of Gold on the other side!!!

  • Love all your ways of inspiring us and really pleased to have taken the Go9Grow course, highly recommend it to old and new MLMers – I have a different vocabulary/mindset now when talking about my ‘gift’ of MLM to others.

  • Absolutely Mark. I’m really enjoying your videos and I’d love to hear how to get 25 GOLD leads each week. Thanks for sharing your knowledge.

  • Love what you have to share and the heart behind it. You are a blessing to all those you come in contact with. Thanks for being a light and hello to the Fabulous Davenne….she is a gift from above!
    bring on the 25 Gold leads by friend

  • I love the concept, Mark. Would love to get more information. Looking forward to what you have to share with all of us.

  • I’m looking forward to filling our funnel with golden leads! VIDEO! VIDEO! VIDEO! 🙂

  • Fabulous idea! The subconscious is all set to allow “GOLD”. Love it Mark J! Thanks again for another simple concept that will help us grow our business!

  • Mark…how I would love to “shadow” you for a week !!! Yes. of course I would love to do 25 businesses a week … one call at at time?

    I dream of living on the water like you…I want to make it real.

  • would love to shadow you for a week!

    Yes…I would love some info on the “25 business calls”

  • This is my first time writing to you, and I loved the story that you told.
    To answer your question to me, and everyone else. Yes I want to learn how to do GOLD CALL, but I mostly would like to learn how to get people to want to call me, and to be highly motivated to want to learn more, or join my group.

  • Mark! Bring on the 25 DIAMOND BLOG! Last I checked a diamond is worth more than the setting. LOL!

  • Would love to know how to get 25 local businesses!
    Thanks in advance!

  • Mark this was a golden nugget. I really appreciate you sharing this information. Thank you.

  • Yes please expand on this subject!!! Your training has given new wings to our business.

  • Awesome, Gold-Calls…from now on that’s what they are. Mark I’d Need the training on 25 businesses please.

  • I love your blog! Please publish the training so I can have 25 businesses waiting for my call. You are the best!

  • Yes I want to get rich with Stone’s method for Gold Calls.
    I didn’t know how great actor you are, imitating Stone. Another great moment in your company !

  • Thanks Mark. I would love to learn how to have 25 businesses waiting for my call

  • Mark,

    Looks like you just found Gold with your presentation here 🙂

    Quality, thanks and naturally, I am keen!

    Peter G

  • Thank you and YES I would love to receive whatever “gold” nuggets you have to help generate additional weekly GOLD CALLS.

  • when I was a kid, me and my grandpa tried gold minin and was able to fill up one vial.Now I’m given the chance to mine true gold in this industry.I can’t wait for it to start learning how. YEEHAH.

  • Hi Mark,
    fantastic as always and yes, I would like to learn about the GOLD calls I can make in my area. =D

  • Yes Mark: As always, thanks for the valuable information you share with us. Yes, I’d love the ability to learn more and have 25 new each day, week, or month.

  • HI, Mark, You helped me before in MA and I know that I can be helped again. I just need my auto pilot turned on and I have lost my switch! Looking forward to my next 25 “gold calls” Vicki

  • I woud love to known how to get 25 business owners waiting for my call. My guarentee to you is that I will follow the behavior you recommend the the letter.


  • As always your information on making Gold calls is inspiring.Thank you. I will love to know how to make such calls and also on regular basis 25 businesses owners waiting for my calls.

  • Mark,

    So glad I found your site. I would love a training on how to get 25 local business owners expecting my call every week.

    Love to learn more!


  • Mark,

    I love the information you share in all the videos, and would love to hear from YOU about sponsoring more people. How to sponsor GOLD calls.

  • Hey Mark! I’d like to know how to have 25 businesses waiting for my call every week! Did you post the blog already!?!?


    “Boldness has genius, power and magic in it” [Johann vonGoethe
    AND YES, tell me how to have 25 businesses waiting for me to call every week!.
    I will look around to see if you have posted yet.

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