Anyway…’s Sunday’s Thoughts While Shaving


Personality typing is not new.

I first learned about it when I got my first promotion back in 1972.

Working with Combined Insurance I was being groomed for management and they let me into the ‘inner circle.’

I was told that the company spends a lot of money developing and training the reps and I needed to know what questions to ask so if the application and little aptitude test they filled out was authentic… we’d only hire people who had a chance.

The 4 types were Amiable-Analytical-Dreamer-Driver

Next company, Britannica, used same type of test only the 4 types were Talker-Controller-Doer-Pacer.

Same stuff.

Your job as a manager was to hire the right ones [type] and learn how that type liked AND did not like to be coached.

I wish I’d paid more attention.  Wouldn’t have suffered in the 1980’s so much with MLM.


I’ve seen similar types of profiles explained as animals and part of nature…..all pretty much the same.

There is a problem with animals like Loin and Dog ….. and terms like Controller or Driver…..when ‘typing people…..those words create an instant prejudice or feeling in the mind of people you are teaching it to.

Why is that important?

Well, quite simply, it can skew our assessment.

How important it that?

It is everything.

A few years back Jerry ‘Rhino’ Clark, broke the personalities into 4 types….and, then Tom “Big AL” Schreiter ran with this ‘color’ training….and the keys to the vault were found.

I mean, colors don’t trigger thoughts and feelings… we can be less influenced by our own experience and focus on discovering their type …..and, again…..that is EVERYTHING.


Why everything?

If communication is not our top priority, all our other priorities are at risk.

Once you know a ‘type’ you can pick words and phrases, along with your message that each type responds positively to.

In recruiting the initial benefit is obvious…..with just a few words, the correct words for that type, the prospect is ready to buy and ready to join.

Ready to ‘buy’ your next suggestion and ready to ‘join’ you with an open mind in reviewing your offer.

But that’s not the real benefit…..getting virtually everyone to say ‘yes’ is great but the bigger benefit is you can be honest……and this changes everything.

People who stick and are productive want honesty, they are attracted to it.

Listening skills being taught today are about pseudo conversations, how to ask questions so you can eventually use the information to bring up your opportunity… use the prospects words against them….to pretend to be interested in them so they will think you are nice… other words, the gurus are teaching folks to ‘cloak’ their agenda and manipulate the conversation so they think your interested in them as a person.

Trust me on this….if people are too dumb to see what you’ve been doing all along in the conversation and you sponsor them, they just won’t have what it takes to build a big business.

And if you believe the ‘listening’ techniques you are using are sincere, that we are asking questions because we ‘really care’ and not being manipulative, then that means we should have made friends with a few folks who did not join…right?

Can you imagine knowing in seconds the core type of personality of a prospect and not have to fake being interested…..being able to be totally upfront about what you want them to look at and they instantly agree….?

How would you feel about yourself if you could be direct and knew 90+% would say, “Sure, love to see what you have?”

Once we step into this level, everything changes…..we feel better about ourselves, fear and nerves vanish and it’s fun.

People want to join us if we are having fun and making money….and feel really good about how we do it….agreed?….yes?


Everybody knows the real work begins after we sponsor a rep……sponsoring people is easy once you know how.

When we are new, we don’t think so but after we learn a couple of simple skills, like personality-typing and know which words, phrase and thoughts get affirmative response we quickly learn that the real work takes place after they enroll.

Has this ever happened to you?

You give 2 reps the same task….tell them in the same way.

One does it.  The other does not.


Your words were the same but they meant different things to each of them.

What if you knew what to say to both of them….how to communicate with both types…..your production just doubled?


Imagine folks in your organization along with yourself know what to say to invite, motivate and teach…..effectively because you all understood the do’s and do not’s with each type of personality.

Duplication does not break down…..communication does.


I am sitting in Seekonk, MA listen to Big Al lay out the colors.

I am stunned and regretting not paying more attention to the corporate training I had on this.

2 hour ride home…wondering if I can find all that stuff…freaked out because I knew there was a formula in the material to be able to have a much higher degree of accuracy.

Fortunately, my bride, The Fabulous Davene, is a ‘yellow’…..loves helping others and outstanding with organization.

She’s got my stuff….and I combined the color typing with these corporate insights to create a hybrid chart so anyone can instantly identify a person’s type……..well you need two TINY pieces of information…..

While most people are happy with 50% accuracy….there is a simple chart we created to help you be accurate 80% of the time the first week and 90+% from there on.

We did a one-time webcast on this Sunday, August 29th.

Feel bad you missed it?



The cheat-sheets are part of a workbook we created.

The Fabulous Davene has posted both of them for you….you’ll find the cheat sheets at the end of the short workbook.

But, you need the CD that goes with it …..A few years back we recorded a CD series, Taking the Work Out of Networking.  On the first CD we covered the colors… a lot more detail than we did on the webcast.

No worries…..they are both available to you free, no strings.

You can get them right after you finish reading my great stuff 🙂

Don’t forget to share this with your groups and anyone you think may benefit.


CD Recording


What is it about networker’s and piling things on a full plate?

Are we all obsessive or is it just me?

P90X is going ……hard…..right now.  1 month down…..and I am looking at 90 days to get in shape enough to do it perfectly ……so I am on a 6 month plan.

90 to get ready…..then 90 again.

Of course I am sore….and getting ready to launch into the 26 week Master Key Course [make sure your on our email list if you are looking for a scholarship, news coming next week sometime]… dog is getting shipped to Kauai, we are moving 2 doors down and my daughter, who was just visiting decided instead of waiting till March of 2011…she is moving in with us in November.

I need to be in shape for all this stuff and special thanks to my friend Doug Karnuth who has done it and encouraged me…’s nice to have friends who help you along the way………just like MLM.


1. Do people who complain about money really believe they don’t have the time to do networking? 2. If we don’t have the time to do it right, when will we have the time to do it over? (think about that for a minute, yikes)  3.  Is every tweet either about what someone is doing that no one in the world cares about or pitching something?  Geez….4. Red Sox play Tampa 6 times in 12 days….everything is on the line for the entire season…..sure glad networking is more forgiving and patient with me.  5. Pete Rose, all-time hit leader still not in the Hall of Fame…..but drug users and cheaters cashing checks for 10-20 million a year and being cheered.  And they think we’re nuts for doing ‘one of those pyramid things?”


1. A person who never made a mistake never tried anything new.   Albert Einstein

Luck is tied to risk.  Risk is about saying yes to the universe ……and express to the universe that you believe.   Percentage players die broke.  The only thing that is important about mistakes is that we learn from them…….but Albert’s right…..if we aren’t making mistakes and learning we are not growing, if we’re not growing we’re dead.

2. Only a life lived for others is a life worthwhile. Yup, Albert.

We say we want to help other’s grow, learn and succeed.  But do we know their goals?  Have them?  Read them?  Daily?

While puffing ourselves in the virtue of helping others…….maybe we should look at the evidence.

If we don’t know them and their goals we can claim we are trying to help others but in reality we are just trying to get them to build for us… that a life worthwhile?

3. Perfection of means and confusion of ends seem to characterize our age…Albert, again…..pretty smart guy, eh

Twitter, Face-book, systems, pay plans…..CDs, video, websites…..YIKES….people know that stuff better than their dreams.

4. If life were fair, Elvis would be alive and all the impersonators would be dead. Johnny Carson

I miss Carson.

Networking does not always seem fair……but in the end…..the ones who dedicate themselves to a company and helping others….seem to balance out the frustration and bad breaks with a life second to none.  Networking is the fairest thing I have ever seen.

5.  If you laugh, you think, and you cry, that’s a full day. That’s a heck of a day. You do that seven days a week, you’re going to have something special. Jimmy Vovlano

It’s the experience, the adventure…..the fact we are in the game…..not the results.  Man, what a ride …..embrace it

Jimmy V …..thanks for setting up the cancer foundation while you were dying instead of sitting at home feeling sorry for yourself… are missed.


mark januszewski

world’s laziest networker

About the Author

  • Markj, thank you for helping me understand how to propsect. Here is my one person. Lisa is my sister-in-law. I asked my wife the two questions for personality types and concluded she is a red.

    I look forward to your training Monday night.


  • Everybody knows my color right away, asking for more information is a dead give-away….

    My friend (we’ll call her Tara) on the other hand can confuse a lot of people trying to figure out her color. “Tara” comes across as this sweet soft spoken thing, and can appear to be a real charmer, and says she’d “probably” be happy to help, so everybody thinks she’s a Yellow.

    Most people who understand the colors, and meet “Tara” quickly see that she’s like a doberman on a diet…. get out of my way…..all about the money…. and she will run over you to get there first, you see that makes “Tara” a RED, probably a DARK RED.

  • Thank you, Mark, for the excellent training tonight on personality types. I appreciate your commitment to training us.

  • Hi Mark!

    Yeah, I was shut out too, but the phone lines were not, so I had to LISTEN to the call! Are the slides available? I’m mostly a green but have some RED in me too – I like tons of information, but am also impatient and make quick decisions. Thanks for the TONS of information! Took lots of notes. Will have to download the pdf and listen to the linked audio. Thanks again!

  • Okay, got it
    For years talked to everyone the same way,,, Gee, why didn’t that work????

    It makes so much sense that everyone is different and needs to be approached differently.

    Great training
    When you understand what color they are it makes it easier for them to feel comfortable with you.
    Can clearly see it is not about the company, the plan or the product. It never was, It is about offering them an aspirin…. What would be easier for you….. to worry about xy and z. or to get started today taking care of xy and z..
    Glad I stayed up even thou I have to get up in 5 hours…
    yellow, blue, red, green. Primary colors
    kinda like a head start program 🙂

  • Hi Mark,
    Great training tonight. I am a green and my wife is a yellow with a touch of blue. One of our best team builders is a blue.

    Looking forward to tomorrow and putting all of this into practice.


  • Agree with and enjoy Nancy’s comments. Sorry she has to get up in 5 hours though!!
    Absolutely GREAT – easy to understand and only 2 questions! Even I can do that. What I appreciated most was how much FUN I had learning. I don’t recall laughing at other training seminars – But when I did LOL I certainly REMEMBERED why. Great retention practice. Looking forward to more tomorrow! THANKS

  • Hey Mark ,
    Just want to say great training , on listening skills. I am glad I got on early. I knew about colors but now really uderstand them and will become a better listener.
    It is true that I am a “Red”. Like you said its about business and love competion. When I am lagging behind someone it really eats at me. John Cini has put the pace and now I dislike following. I will today right down all possibillities colors and master this skills as my own. Thank you for your mentorship . Your training continue to impress me and catapult my business.

    Mr. Skills
    Henry Vigeant

  • I got part of the colors by reading other’s comments of themselves. Couldn’t hear too clearly but i did get something for my efforts smiles!!See you tonight !!

  • Mark & Davene:
    Great training last night; worth waiting for.
    As we were going through the colors, certain people were coming to mind.
    When the student (me) is ready, the teacher (you) will appear.
    You may consider yourself a red but there is some definite yellow characteristics…you love helping people, you’re integrity driven and a great leader.
    Thank you so much for all your time and efforts.
    Yellow Walt!!!

  • Hi Mark —

    Keeping apace, may I also send to you my thanks for a great evening of useful (no…let’s call it essential) training material. I “knew” of the colors from my exposure to a popular “guru”, but at no time has the explaination had the clarity that your presentation had last evening.

    I look forward to this evening’s installment.

    I thank my Maker frequently that He arranged our introduction!

  • Mark,
    Fantastic training last night! Glad to see you’ve already got everything online for review.

    Your info is life-changing, and your willingness to share it with everyone is very rare. I’m eternally grateful for the impact you’ve had on my life. 🙂

    So glad our paths crossed!

    BTW, the JimmyV Foundation is available at

  • Hi guys,

    If someone knows exactly where to find the link for the recorded training from last night, “Listening Skills that Get Results” can you please let me know? I see the link for the workbook and the CD “Taking the Work out of Networking”, but I’m looking for the recording of last night’s call… Thanks much!

  • Hi Mark and Davena I too, was unabkke to get on the webinar but thanks to Brian in Chicago I listened on the phone. Afraid that I will have to do the same thing again tonight, but, I’ll be fixed by course time! Thanks learned new insight even though I am familar with the concept. I get your way of presenting better than some others I have listened to. Look forward to hearing more!

  • Thanks Mark for this great training. I was able to get on last night. I just kept trying and finally it went through! I would like to share some of this info but have not been able to listen to the recording? Any suggestions on how to listen to it again? Looking forward to this evening and listening in again! Thanks for sharing all of your knowledge with us…I am a yellow and now able to identify the teams colors! Thanks!

  • Hi Rebecca

    There is no recording……we did post a CD and workbook [actually more detailed] than the webcast at the blog [sunday addition]

    Hope this helps, really appreciate you stopping by and we will have 500 more ‘seats’ for tonight

    keep growing

    mark j

  • THANKS SO MUCH, MARK! I find a lot of hope in learning from you and your experiences.


  • Finally a move in the right direction, before, I spoke to everyone as if they were reds, no wonder why the rest of the colors said no. I tried it out today on a green who wanted the CD and more information but the next step is the followup.

    We will wait and see – one step at a time.

    Thank you for the skills,

  • thanks for stopping by……

    I believe we all have all the colors within us…..of course, I am a RED who thinks he’s YELLOW 🙂

    The blues are the easiet to spot, that is for sure.

    mark j

  • Hi Lynda

    Glad you had fun…..I am sure Monday’s call explained why retention/enrollment goes up if some entertainment is mixed in

    Glas you were laughing…..get them laughing and the rest is easier than easy…..

    Are you a blue? 🙂

    So glad you took the time to stop by….

    believe & keep growing……have fun!

    mark j

  • Thanks Walt…..

    no one is exclusively one color…..nice to know there’s a little yellow in me…..all reds think they are yellows 🙂

    We know how authentically yellow you are and it means so much to us to have you stop by once in a while and let us know how you are doing….

    I need to ask you a favor…..actually, I really need your help with something Walt. I am in kind of a jam and, if you have time……

    ………………………….. 🙂

    believe & keep growing
    mark j

  • Hi Brad

    there is a recording [free] from a CD I did about this same subject on the blog and a workbook…..that should make the ‘speed’ requirement you have easy to meet.

    I am just like you…..let’s cut to the chase and feed me…..FAST

    thanks for stopping by and commenting

    mark j

  • Now I am confused, Mark —

    Let’s say.. I’m talking to a couple and the Hus is predominately “blue” yet his spouse is predominately “yellow”, then do I talk to them as if they are a composite “green”, do I do my presentation twice in tacit acknowledgement of their individual needs states or do I just wait until they have predominately “green” progeny? I know that you have taught me that this is an industry requiring patience as part of the formula for success…but isn’t waiting for progeny to reach the age of legal capacity a bit of a “stretch”?

    Enquiring mind(s) want to know. 🙂

    (Seriously…thank you for the HUGE contributions you make of all of us)

  • Hi Mark & Davene,
    Jimmy V’s testamony is so uplifting for anyone going through the trials of life. There is always someone having it rougher than I/us. Thank you for posting this. Inspirational, Big Time. Amen.
    Bill W.

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