How to Build A Sales Army And Scale Your Business In 2026 (With $0 Ad Spend)

Today I'm excited because this guy has built a sales organization that's been able to do over $400 million in revenue in just the last three years in a whole new market. I've got Danny Bay. What's up, man? — Good to see you, Ryan. Thanks for having me. — Yeah, bro. I got my bald co-host, Brian Dilla. — Here we go. What's up, Danny? Yeah, there he is. So, bro, you're not like a big podcast guy, but you're doing a lot of business stuff. So, I'm excited to have more guys like you who are just like in the trenches that no one knows about because uh you guys see the world differently than us, you know, gurus. — Well, with watching you guys's podcast, you learn a lot. Um, but as we're building the business in the field, you're right. You know, we don't interact anybody outside of the business. So we're having business conversations, coaching ideas all the time, but it's on personal basis or with sales organization. It's never outside of the organization. — Yeah. So I think it's so fascinating because you said uh the company that brought you on had done like $2 billion in Korean skincare, which is like huge in Korea. My wife is half Korean. — Oh wow. — Yeah. and she uh she still has like all these crazy Korean creams and she might have one honestly now that I think about it. But um you know you said they brought you on uh because you've been doing this for the last 20 plus years building these sales organizations and uh they wanted you to lead their entire operation outside of Korea. — Correct. — And now you guys have already done like 400 million in sales just in the last three years. — Wow. — Yeah. You know it was a very unique situation because when I heard their story that in first five years from 2018 to 2022 they done over $2 billion in sales in this small country of Korea which is 50 million population right all the way up north of South Korea to south of South Korea the distance is shorter than Vegas to LA so it's a small country right so — it's got to be dense then — it's dense I mean soul city you got over 10 million people in that small city from probably Summerland to Henderson um distance, right? And it's um when they gave me a call and they said, "Hey, we want to do business outside of Korea, but they've never done it. They don't know the language, culture and which is, you know, it's different, right? You know, even you see successful companies from America expanding to other countries and they fail because American way doesn't work in other countries. the same way you know Korean way is not going to work in other countries and for me I've been fortunate because I was born and raised in Korea moved to Las Vegas when I was 14 grew up here and you know past 15 years I've done business in Korea and United States and multiple countries and speaking both languages and understanding both cultures and it was really God giving preparing me for such a unique opportunity um so yeah we've been working with them last three four years and we officially launched our first expansion outside of Korea March of 2023 and um past three years we opened up 16 countries and we've done a little over $400 million in sales outside of Korea in last three years and just like you said Korean skincare it's trending it's very popular it's highly respected and it's been very interesting to work in this industry now — that's crazy so I'm like where do you even begin like you have this uh department that's doing nothing yet and you're like going to go to a different countries too. You're like, "This thing works in Korea and they already got that on lockdown. They don't need me for that. " But like where do you even begin? Did you just come to the US and you're like, I'm going to build a sales force. Like how does that work? — Yeah. So we set up two parts, right? You set up the corporate team, you know, we brought on general manager who had a lot of experience in American skincare and direct sales space, right? So um she was a president of a North America American skincare company for two three years that were already doing over a billion dollars a year and you know she had 15 year experience. So we brought her on as a general manager and chief marketing officer for United States so we could localize the brand you know to make sure that it's accepted with American consumers. And after that is all building sales channels, building systems in place, running events and leadership development to build um sales teams that will either sell online as an influencer or you know sell through different spas and me spas and you know different beauty salons or boutique stores or you know doing persontoperson direct sales you know through different sales channel to generate revenue. So when you say direct sales, are you just saying, "Hey, it's all persontoperson, — personto person or also um small businesses that you could sell it through small businesses? " — Yeah, because I have always sold I never have done direct sales. I have just always been like, I'm going to make ads. content. I'm going to just reach the masses. They'll fill out an app or buy direct, you know, online and like, you know, we'll just do it that way, right? And then like I have all these guys who have built these massive teams of salespeople whether they were like network marketing whether they're doortodoor and just like just pure just grit just going out and meeting people right — so you guys did it that way — right no advertising everything um connection obviously people may do some advertising on social media on their personal accounts but as a company we haven't done any advertising outside of Korea — dang why haven't you guys done advertising outside of Korea. — Well, I think when you have the direct sales compensation piece to the business model, it's to protect um their opportunity, right? You know, when companies directly marketing to the consumers um a lot of the salespeople feel like the opportunity is being taken away from them because obviously the marketing power and marketing buzz is going to be much you know stronger, you know, for the company if company were to start marketing that way. So they keep the opportunity to make sure that all the sales is coming through the sales channel. Doesn't matter if they're selling online or in person, persontoperson or through a different, you know, — they don't want to compete with their sales reps. — That's basically what it is.

— Yeah. — How many sales reps do you guys have now over in your department? — Well, outside of Korea, we've built a little over 260,000. — 260,000 people selling this stuff. That's nuts. — Many of them are part-time, right? more than 90% of them are part-time. They fell in love with product. They said, "If I'm going to use the product anyways, might as well get some cash back for what I'm using as well as share with my friends and family and create an account. You know, it's like an affiliate account that they're creating. " Yeah. — What the heck? — It seems like uh you know, because people will always say with network marketing and stuff that like nobody makes money, but I'm like, I don't know, dude. They sold uh $400 million worth of product. You know, that's a lot of money sold. company pays over 50% of the sales revenue as commissions. So, you know, in last three years, that's over $200 million in commissions paid through our partners. And some of them are making extra 500, 100, $200 very part-time. And some people are making great full-time career out of it. Yeah. — How do you guys recruit these salespeople? — Are they all Koreans? — That's a good question. Both good questions. Um, — to answer Ryan's question first, initially they were all Koreans. Oh, okay. — Because when even when we first came out to United States, no one knew about us in United States. However, it was already a famous brand in Korea big in Korea. So, since there are couple million Korean-Americans, you know, they already had friends and family using the products in Korea. They've seen um the success of the products, testimonials from Korea. So, they wanted to be the first to get involved. So, that's how we started it. But very quickly we've expanded into you know the local markets and almost every country we're operating I would say more than 95% of the participants are local population. So in Taiwan 95% of our distributors are all local Taiwanese people. Now how they recruit is, you know, it's really friends referring other friends, you know, so it's personto person, word of mouth, you know, they get introduced to the opportunity. They start off by sharing the product. If they like the product, you let them know that, hey, there's a way to create an account yourself, you know, for you to also get some cash back or if you introduce some other people, you could actually make a little bit of money to maybe offset the cost of buying the product, you know. So that's how it's all word of mouth advertising but we do a lot of trainings you know there's a whole onboarding system um launching business system we teach them how to recruit get customers we run events and we hold conventions — we have a convention coming up in August at the MGM we'll have about um 4,000 people there and that's just for our US distributors coming together and we go through every component of the business we train our distributors — you know if people don't know and maybe you don't know this but like a lot of these big guys that we've seen on social media came from network marketing like PBD — was network marketing with insurance Edlet same deal — um Jeremy Miner was also in that world for like decade plus — wow — so like they all cut their teeth like network marketing and doing these events and recruiting and everything else — and it's like it's fascinating for me to see cuz I've just never been in that world. — And then we interview all these other guys door to door is the same kind of — deal. I think one of the unique things about the whole network marketing doortodoor direct sales business model is because when you talk about okay if it's car sales or financial planning um people that are going to apply for those jobs and entering into that career path they are intentionally getting into sales job right and they're mentally preparing to get into sales job if it's real estate sales mortgage broker or whatever it may be, but doortodoor or direct sales or network marketing, a lot of times they were never planning to be in sales, you know, so they didn't have any background in sales, no knowledge in sales, and they're getting introduced by their friends and family. So, the training program has to get them open-minded um to being open-minded to becoming a salesperson. Yeah. — And you're teaching them from the very basic from bottom down of who never sold anything before. you're teaching them how to sell, you know. So, I think that's why a lot of them like you said, you know, Ed Mallet or Patrick Beth David, Jeremy, I know, you know, they're all selling. They're sales training experts because they come from — That's all they did. — Yeah. They just recruited and sold — for 10 20 years and all they were doing is — I know that's how Ed got so good at speaking. — Yeah. — Because he literally just did events and you know these recruiting things for his whole career. the whole insurance, sales, network marketing organization. Absolutely. — Yeah.

— Why did that company pick you to start the — No offense. A lot of people. — Yeah. Like I'm trying to understand your background. — Yeah. Brian, good question. Well, first of all, I think I got very lucky. — Okay. — Because I was not by my choice, not by my good doing. God just created my life that way. I was born and raised in Korea. I moved here when I was — the only choice. Korean. So speaking Korean wasn't by my choice. Understanding Korean culture Um so and there are not that many business development experts that speak both languages that actually built a ninef figureure business in both markets. Um especially in the direct sales space, right? — So you did this before? Did — I did so? I this is my — You just hire him off the street, — bro. We want to build a billion. Let's get this guy. This guy speaks Korean. You're in. Pink skin. You're in. — Prior to that, I I've spent 20 years in direct sales, business development. Um, but not nothing to do with skincare. It was more telecommunications, utility, resale, and virtual reality. So, it was more serviceoriented type of direct sales. But I think the concept of building sales team, training them, system, process, leadership, events, um, it's 90% same. You know, it's just — what do you In today's real estate market, it is really difficult to find cash flow, and I don't see that changing anytime soon. For this reason, I'm a huge fan of wholesaling real estate right now specifically. It's the strategy that I'm using in my real estate investing business, and it's what all of our students at Wealthy Investor are doing as well. And we give you everything that you need to start your wholesaling business and have the same exact system that I have. You get the motivated seller leads, the same softwares, the same systems, processes, and one-on-one coaching and support. We'll show you step by step how you can get started today and get your first deal in 30 days or less. So go to wealthyinvestor. com today. Think about these direct sales guys who do like solar and pest control. He's really interested in that. — Well, I think solar direct sales guys did extremely well from what I've heard. I haven't been involved but I have a lot of friends who's done extremely well in past few years but obviously with a lot of regulations and the market changing and the tax credit and things that changed you know past several months — a lot of them are slowing down or you know transitioning into doing something else but I think for that window of time I think they did they killed it. Yeah, I did agree. — It was I mean for one transaction they were making so much money that is not possible in selling nutrition or skincare not selling lotion. — Yeah, it's a little bit different — and a lot of the pitch with the tax credit and you know a lot of benefits I mean they were literally they were able to pitch as not much cash out of pocket right and they could they were able to approach it as savings. Yeah. um instead of spending money. So I think it was a huge opportunity for a few years. Right now I'm hearing mixed reports. — Got it. Yeah. — How did you guys like grow during did you start before COVID or after CO? — Um it was right after. So end of 2022 is when we started the preparation and it launched in 2023. But for the company in Korea, it was incredible because they grew during co — it's 2018 to 2022 the prime of um global pandemic. But they were still able to grow and do they grew from zero to 500 million a year business on their fourth year. — That's crazy. — That's nuts. A huge business. — Yeah. — The thing that's crazy to me about the direct sales business is like, you know, as a marketer, I have to take all the risk and spend money on ads and, you know, I hope my sales guys convert and, you know, all that good stuff. And then in your model, it's like there's not really a lot of risk. I mean, at the end of the day, get a bunch of people, 260,000 of them. — That's a lot. — And, you know, the ones that produce, great. If they don't produce, it is what it is, you know, like, — but it just seems like a lot of work in my mind to like find all these people. — Yeah, — it is a lot of work. And I think, you know, you nailed it, Ryan. It's like most business owners to be an entrepreneur, you know, it's a big risk. It's a big commitment. And you have to be the one to, you know, pay for everything, right? And when I ran my own business for three years, I mean, we were, we were responsible for cutting checks every single day, right? And we spent millions of dollars trying to expend, you know? So, as a direct sales company, yes, company has to do it. Company owner They still hire hundreds of employees and, you know, they have um corporate offices and logistic and product manufacturing. All these things cost a lot of money. Um but companies doing it for individual distributors as a sales Asian but that also has the opportunity to earn 1099 income entrepreneur because they don't have a limit on how much they can make. Yeah. They could literally enter in with no financial you risk. — And that's what I've like realized too about a lot of these direct sales guys like — you know uh dude some of these guys they have no clue like all they have to do is sell and they're making seven figures. — Yeah. You know, and I think a lot of people don't realize like, man, when you can go and have that much upside and not take all the other crap and risk that comes with running the business, like it's a pretty good career. — It's a good career. I'm I obviously have a lot of friends in the space past 25 years. You know, for me, this is the only industry I've really committed on in the past 25 years outside of, you know, side of side investing and things and real estate and stocks and such. And I've seen so many people's lives changed, you know, and one of the conversation pops up often is, you know, what percentage of the people succeed in that business model? And I tell people all the time, it's success is different for everybody, right? You know, if someone is getting started as a stay-at-home wife and they're raising kids and all they want to do is make extra $500 a month so they could, you know, have go out for a nice dinner or maybe do nicer things for their kids, you know, a couple times a month. If that's all they want to do and that's how they're taking advant advantage of the business model, that's a success for them. — You know, if someone wants to make full-time income of 5,000, 10,000, 50,000, 100,000, whatever it may be, you know, it sky's the limit for the right companies in the right industries with the right programs. It takes time. You're right. It's a lot of work, right? You're not managing five, 10 people. You have to build a community, build a system where you're working with hundreds of people, thousands of people. It's a lot of work. But if they could learn the basic skills and actually go through the process of building it, there's a tremendous upside. It's a huge industry, you know. — Yeah. — How does it work for a guy like you? I mean, you're like at the very top of this chain. Like you get paid based on revenue, based on how many people you recruit. How does it work for you? — Yeah, it's based on sales revenue. Yeah. So, and that's, you know, I've worked in this similar role with my previous business. So I've been in this very similar um structure for past about 15 16 years and I love it you know I love it the fact that only way that I could earn is if the business succeeds first right so it's like being a partner with the company but like you said without me taking the risk. — Yeah you don't have the risk anymore — you know I used to — you said you almost lost it all before this company. — It's true. Yeah. So, I had a great um 19-year career in this space and we've built great life. You know, I I'm local here in Vegas. We have multiple properties. We have a lot of money put away. I have three kids. You know, they're all teenagers now. All three kids in high school now. And I thought I had all the portfolio built and things set up for the kids for the future. when a year before COVID happened, you know, I had a very bad separation with the company that I've spent 16 17 years with, you know, and um you know, it was devastating because at the time — I was maybe financially ready, but emotionally I wasn't ready — really, — you know, to separate with because I never saw myself not doing what I was working on. — I thought that was going to go on for a very long time. Um so when that happened I moved very quickly and started my own company um with some of friends and you know we spent three years and we invest millions of dollars and literally one month after we launched the company co happened. Um so everything costed more right the shipping costed three four times more it took longer hiring costed more you know opening up bank accounts in other countries was more difficult you know so going through that process for three years you know I sold all our real estate portfolio literally invest you know invested millions of dollars um especially being in very expensive tech space of virtual reality content producing and things like that and Um, you know, it's really God saved me, you know, it's it when I still was committed to make that work after 3 years because we were all in, you know, and I received the phone call which was not what I expected, you know, but it's this skincare company wanting to expand and everything makes sense and their vision was bigger than what I could have done on my own. And I thought if everything works perfectly from where I'm at now, — maybe 5 10 years from now, I could be in their position. So if they want us me to come on board and help them expand, that's something I could do a better job at, you know, than me risking everything and continue to operate. And that's how I ended up joining them. And it was single greatest business decision, you know, but I know that it was, you know, God preparing me through it and having me go through it um to be in that position to partner with this company. So — So you didn't even apply for the role. — No, they reached out. I mean, Korea is a going back to what you were saying earlier, Korea is a small country, especially in the space of who speaks English and Korean, who's built over hundreds of millions of dollar business in both markets. — Get a rant from a huge corporation — and who understand culture in both markets. I mean, you could literally handp pick them. — Wow. — And you know, and my u my journey of — you and this other guy, — you need to have Mindy like paying attention to her phone calls because

they could be like huge business deals. — It's true. It's true. Don't ignore these, you know. — Yeah. If you get a call from Korea, pay attention. — Yeah. It's fun, you know, and I guess, you know, being passionate about what you're doing is always important in making business work, right? And being Korean-American, — I always worked with American brand and American company and expanded overseas. And I was proud to bring American brand to Korea back in the days, you know, but this time around it's it's the opposite, you know. It's a Korean brand wanting to expand overseas. And I get to do that, you know, and so everywhere I go, I'm not just talking about this company and the product. I get to talk about Korea. I get to promote Korea culture. I get to talk about K-pop and K drama and K animation and K beauty as a K movement. And I I'm passionate about talking about it. You know, — Austin was telling me, you know, the BTS guys. Um I am friends with one of the members and I'm some of the management team you know for many years for past eight nine years before they got really big here. So I've been fortunate to go to all their concerts in US um you know their the Billboard award and Grammys and so it's been fun and we do have them coming to Vegas for their tour um this weekend on the 23rd 24th 28th. Yeah, it's this weekend. — Oh crap. — Um Allegiance Stadium four concerts all sold out all within literally 15 minutes when the tickets were available. — Wow. They just had concert last week in Mexico City which president of Mexico invited them um to do three concerts in Mexico. — Stadium sits 50,000 people. All three concerts sold out in 10 minutes. — Yeah. — Last concert 50,000 people in the stadium, 70,000 people outside of the stadium listening. Literally streets blocked off. Wow. 120,000 people at the concert. I mean, they're crazy. — That's crazy. You know what's funny? So, you know, we usually just have worship music and stuff at the house. And all of a sudden, this literally happened two weeks ago. Olivia goes, "Can you turn on BTS? " And I was like, "Where did you where'd you learn about BTS? " She's like, "Grandma's. " And not my Korean grandma, but her white grandma. No way. — And I was like, — "Grandma watches BTS. " And Olivia's like, "I want to hear Swim. " It's like a new song they have. Yeah, — it's a good song and I'm just like — since when did like I'm so confused at what's happening right now and like can I watch can you turn on Swim? — So, you know, we started watching and stuff and now for the last two weeks we've been on this K-pop train and I go, you know, there's like a girl version of BTS. She's like, what? I was like, yeah, they're called Twice. And so I turn it on for them or for her and she's just like mesmerized by these girls just — dancing and going nuts. And I'm just like, — "Oh boy, this is a thing. " And I was like, and then I'm explaining to her cuz she's five. I'm like, "You know, you're Korean. — This is what they do. " And — this is in your blood. — Yeah. This is what they do. Yeah. — Your mom dances like this. She used to. And she's like, "Huh? " And I'm like, "That's why they all look the same. You guys got to definitely when kids get a little older, it would be worth taking a nice trip out to Korea. Oh, for sure. — And when you guys do, I will help you guys set things up. I used to bring my kids there every year. Well, even last year we went, but my oldest is graduating this year and she said, "Dad, can we not I want to hang out with my friends. Can we not go to Korea? " because we usually go for like a month, you know, go there time and we, you know, from Korea, — it's fun because you could fly to Japan in 2 hours, right? — Taiwan's 2 hours, Hong Kong's 3 hours. Wow. — Um so you could do a lot of country hopping when you're in Asia. And of course being in Vegas, you have direct flight to um Korea. So it's pretty easy to go there. But — dang, there's direct from Vegas to Korea. — So the best way to get to Asia from here is to go through Korea. Korean Air. — How long is the uh flight? — About 10 and a half hours. That's not as bad as I thought. — It's not as bad. Plus, the time is perfect. It's like 11:50 p. m. flight. Gets there at 5:00 a. m. So, as long as you could get on the plane, a little tired, — eat, sleep, you wake up. It's in the morning and you — That's not bad at all. — Wow. — I flew to the Philippines. It was 24 hours. — Wow. — Because there no direct flight either, right? You have to probably go through LA, San Francisco. — Oh, I can't even remember where uh we stopped. I got recognized in the Philippines. — Wow. — Yeah. I was like crazy. — They're like, "You're the real estate guy. " I was like, — it was like multiple people. — It was probably VAS. — I hired him work for like Carlos Reyes or somebody. — Funny. — It was funny. — I was like, "Wow, this is crazy. " Um, yeah, that's nuts, dude. You know, I I've been I actually had the a call with the team today for meetings and I was like, you know, how can we start marketing more without having to spend so much money, right? because that's every marketer's dilemma where I spend money to get leads. And I was like, okay, I was thinking for M19 in the golf and I was like, you know, I got some different ideas that I can do. What if we started a caddy network, direct sales with the Caddies? Because you can't caddy unless it's like a nice course and — everything else. So, I'm like, what if I infiltrate the Caddies and get like a head caddy who recruits all of his Caddy buddies — and then, you know, they they're golfing with rich people every day. They tell him about M19 and then like we go give him a rip of every sale. — Yeah. — Then he can build his little downline of caddies. — I'm like, and these guys, this would be the most money they ever make like making a sale. — For sure. I think that's a great idea. I mean, — I just don't know how to like mobilize all these people. — How do I get their numbers? I'm just like I'm going to My idea would be I make a post on IG. Caddies. — Yeah. — If you're a caddyy, hit me up. — You want I'm going to run ads, dude. If you're a caddy and you That's how I would do it. Honestly, I'm joking, but I'd be like, "Yo, if you're a caddy and you want to make extra money, freaking show up to this webinar and I'll tell you about the opportunity. " — Yeah. — And build a caddy downline. — Yeah. How does that work? Like network marketing. That's how — Well, tell me how to fix this. I care about how it works in general. How would I do this? — Well, I think first of all, do I need a Korean caddy who I need to do? — Yeah. I think first of all, I think that's a great idea. you know, having caddies to basically what they're doing is they're selling for you and giving you referrals, right? And if you could have them do that in a community, in a group and you have recognition um attached to it, you have extra bonuses for top performers attached to it. I mean, yeah, — you're at so high with all the guys surrounded you, — you know, and that's what drives, you know, that's what drives the channel, right? It's the recognition. — Yeah. Yeah, you know, it's the promotions, right? — the top caddies are getting recognized. — But in the beginning, it starts with running ads and, you know, getting couple individuals that are, you know, influencer — in the caddies

— in in the community, right? And once they get in there and you give them an opportunity to get an override, and that's what network marketing is. They get to build a network and they can market through the network. That's what it is. — Typically, how much should the override be? It really depends if you're planning to pay, you know, one generation, two generation, or multiple different generations. So you, it depends on the model and how much margin you have. You could go from anywhere between 30 to 50% of what you're willing to commit as a sales commission, you know, into the overriding structure for leadership, right? So, you know, I mean, it's a deeper conversation to go into if you're, you know, really trying to plan out How much is your product again? — 10K to join. — So 10K like on a 10K, what do you think is a fair? — What should I give these — Ce cuz I'm still going to have to send them to a sales rep and approve them and they can't sell it direct. — So I think it depends on how much budget you have, you know, in currently you're paying in sales. And if you could look at what is my marketing budget, ad budget, you know, and I'm going to be spending that. — It usually cost me 2 to 3,000 bucks to get a customer with ads. Then I will probably put a two to three thousand. Just treat them like an ad structure. Exactly. Because the beautiful thing about network marketing sales channel bringing you volume is in ads you spend at first. — Yeah. — And you — this is guaranteed. — Exactly. You only spend money when they actually bring you transaction, right? You know, so it you spend it after the sales is done, — you know, and that's the beauty of it. But obviously you got to ignite the you know starting activities which you already have with your influence and you know you guys met a lot of caddies. — I do need to I need to get like every dude you know what I'm going to start doing. So I mean this happened at Pebble and Pinehurst where the caddies reached out to me on IG. They're like hey I saw you're coming to Pebble. Can we caddy for you? I'll get all my boys together. But I never thought about having them like, you know, promote and build a downline until now. — And I'm just like, I wonder if I ran ads to Caddies, like what would happen? — What if you just start at your like local club and pitch them on it first? — I just don't want to piss off my local club. — Yeah. — It's not a starter guy. — Yeah. Like I don't care. Like either way, like I'm my local club or not, whatever. — I don't care about piss and pebble beach on. — Well, I think — he's going to make the caddies get more money, dude. — I think if — Kennedy's I'm hosting a webinar July 17th. — I don't know. But that's what they do. Theirs are just live events and they're like, what do they what do you guys call them? Activation events. — Presentation. Yeah, — presentation. — Like it starts with the opport. I've got the best opportunity of all time. way better than — $200 tip that you're going to get. — And you don't have to do anything different than what you already do. Just talk to the people — that you do it for. — Yeah. So, I think it would you guys will know better, but some clubs have restrictions for caddies, probably not being able to approach their clients, — not soliciting, — right? Soliciting, right? But some clubs may be open to it. Some caddies are maybe more like a freelance caddies. They work in maybe different, you know, clubs if they're not as busy, you know? So there are probably some, you know, ways, but once you get in there and if they have enough incentive to get your clients every time they have, — if these guys made two grand, they would be so freaking hyped. — Yeah. Or $1,000 and $500 and, you know, other partners of caddies that they brought on that they're making extra 100, 200, 300 every time it's sold. I'm sure many of them will be. — Yeah. Basically, you could do like 1,500 for their sales and then anyone they get on top of that, they get 500 bucks off of their downline. — Yeah. I mean, so if that's in that scenario, it's you're getting paid on yourself and one person you introduce, right? — If you build it, if you want the sales organization to be larger and have more depth, then you pay basically whatever the compensation is going to dictate. — How do you track all this crap? That's like — it's war market. I mean, right. It's the um caddies. Their friends are caddies. — No, no. I'm saying like tracking their downlines. I got to just like build out some tech to track down. There's got to be a downline software. — Yeah. I think there are a lot of onboarding system you know pre-recorded presentations onboarding trainings you know setting up you guys are the experts at it you know setting up videos on how the compensation works what's the sales pitch should be like what product packages you're selling and you know and just it's I mean I travel a lot — dude I'm running the caddy webinar I already decided like I'm just thinking through and I'm just like yeah it's really not hard you just — do an hour webinar teaching them the pitch. They decide whether they want to sign up. They get instantly sent a link — and then they just send out their link. — That's it. — Like I don't think it's even — Yeah. You may not even have to start as building a downline like network, but just having them being able to refer you customers and getting a rep. Yeah. I think that alone you could probably attract a lot of people and maybe start with that and maybe add a second portion later if you see the need. — Do you have any candy buddies? Yeah. — Give them your link and then you'll get 500 bucks on anyone they sign up. Bro, these boys, they would get to work fast. — Yeah. — They're hustlers. — They are hustlers. Yeah. I think he's a good idea. — What if this ends up being way bigger? Like — like I'm like, "Guys, we don't even need the YouTube channel. " — Yeah. — I got this caddyy network. — 700 caddies that are referring me leads every day. — Bro, it might happen. Yeah, — I'm talking this through in my mind right now and I'm like why wouldn't it work — with a good presentation, you know, good compensation that makes sense that drives them have the right — money ain't the problem. Like these guys could get bank for what they do. simple training support system, you know, that continue, you know, if it's a video recorded or onboarding process that you just provide for them. So, everybody stays the course on continuing to do the activities and you have a recognition and um and most of that you could do it on webinar, right? You know, 99% of our meetings are done on Zoom. — I was about to ask that because you said everything's like face to face and sale, but like do you recruit face to face or are you doing what I'm talking about? We do most of our activities are online, you know, so only the product demonstration because it's skincare. Um, a lot of people are doing it in small groups at spas and homes and offices. But outside of that, recruiting presentation, onboarding training, leadership training, um, weekly sales meetings, team meetings, all those are done on Zoom. — I'm going to do it. — How like do you know who your biggest like partners are and like how much they do? Yeah, some of our top um leaders, you know, we we have several of them, but we have some of the leaders um in California. Steve, he his organization sells about $10 million a month. You know, — a month. Wow. So big. — Wait, wait. What did you say? How much? how much? — His sales organization sells about $10 million a month. — Wow. Um, now he now he's Korean-American, — but he was born and raised in New York, but he's a great marketer. He used to own a K-pop entertainment company, used to bring in artists to do concerts in state. So, he's been working with me for about three years, but he's built a great sales team. He does all his trainings online. — It's safe to say he's making seven figures plus a year. — Yeah. You need to find like golf influencers that will actually like promote it, — come on trips, — but the influencers are limited. The caddies are underserved, dude. — Yeah, — exactly. — I mean, if they pitching the influencers and the influencers will want money up front, — right? — The caddies are like, "Bro, this is the best opportunity I've ever seen. " — Right. And if they move up to, as an example, let's just say you put certain tier, if they sell certain amount, they can move into certain leadership positions. And once they get into leadership, head — caddy. — Yeah. No, you know who you should pitch to? Golf coaches. — Golf coaches would be great, too. — Yeah. Because they'll they got like they know the rich clients and — Yeah. — And once they get into leadership position, what you do is, — you know, maybe I'll just do a golf professional instead of hey, are you in the golf world of — you're a coach, you're a Greensman, — you're a landscape. What do you — We are You work the snack bar. They're never gonna let us in courses. They're going be like, "You're still that 19 crap? — Where'd you come with a 19 hat, 19 shirts? " Like, "Get the hell out of here, bro. We hate you guys. " You did like 100,000 — the beverage. That's what they're called. — Oh, the beverage. — You guys know I love the game of golf. And that is why I started M19. It is a golf mastermind for entrepreneurs who are doing over seven figures in their business and who want to go on bucket list golf trips together. We already have hundreds of members all across the country and we've been to some of the best courses in the world. Places like

Pebble Beach, Pinehurst, Bandon Dunes, and many others. The course is the best place to do deals, make great relationships, and have fun. So go to mastermind 19. com today. — The cart girls are all wearing 19, — bro. I'm down with it. Yeah, I think that'll be good. — And where you keep the people is having residual, right? You know, the reason insurance and the guys that done well is it's onetime sale, they continue to make money. So, if they do certain amount of volume, you move them into leadership rank and it's not just the onboarding, you're paying commission, but every time they go on the trip that you pay a little bit of a commission — or their yearly dues or yearly dues, then now they're not just getting them on to be on M19. now they're maintaining them and make sure they go on these trips and they keep the membership and that that's how they get residual commission, right? So, I think if you add some of those features, — you know, probably keep members long term — and you're creating a lot of value, right? I you're adding you're giving them a lot of value. People are loving going on those trips. They're golfing with you. They're having fun. They're meeting other, you know, they're networking with other entrepreneurs. Everybody loves it, you know, and those are the best products to offer when there is so much value in the program and everybody loves to be part of it, you know, and M19 is perfect for that. — Frank, dude, — he's like, I got to go. — Is there anything else right up this webinar? — I'm just like now I'm thinking in my head I'm like, okay, what else needs to happen? So, I just make ads for this and then — So, you guys don't run ads though, right? No, we don't. — You don't run ads to recruit either. — No, — I would do that because I'm not gonna like — because I mean you have the audience, right? And so some of our sellers after our brand was established in states now we have some makeup artists and you know skincare beauty influencers with million followers. They want to sell our product, right? Because and they're killing it and they're running ads, right? They're running on their own personal account, right? and they're selling six figure, you know, multi6figure just from their Instagram account with interactions with customers that they're running ads front, you know. So, for sure, I think with your reach, you know, and you have so many golf related workers or fans, you know, that — yeah, — want to be part of it, I think it's a great starting. And — dude, you know who would also be good for this? I get hit up all the time by these minor league golfers and, you know, even college golfers trying to make money. — Really? — Oh, yeah. — What the heck? That's random. — Well, and also too, I I get hit up by like many golf influencers. — Yeah. — And they're just like, "Dude, can I like I think I can add value to the group. " — And I'm like, "Well, you can — promote it. " — Yeah. Like you can promoting it. Yeah. But — if you sell one, you come to the trip and then make a show out of it. Yeah, lots of golf coaches re dude. Yeah, freak. I've been sitting on a gold mine. — Yeah, if they could sell for you. — I mean, it's — Yeah. — And like I said, your ads, Facebook ads, you spend money first with the predicted hoping that you will return the sales. I mean, — in this model, you only spend money when the sales is complete. — Okay, next question. So, this is going to get this is now about me. So, let's say I sign up all these people. um to become affiliates, right? And you know, you still got to like train them and maintain them. How do I do that? They're everywhere. — Yeah. So, definitely onboarding training and consistent training is the what keeps the organization. Um you know, I would start off with a very brief 30 minute onboarding training, teaching them exactly what to learn first, what to do first, right? then give them some clear items, action items with goals, which you're already expert in with your sales team here anyways. Um, but with that, um, having consistent recognition events is what keeps the part- timerrs going, right? You know, when it's a hard, um, quota sales organization, if they don't meet the quotas, they're out, right? You know, in direct sales and affiliate programs, you want to keep everybody. It doesn't matter if they're producing you one sale. — Yeah. If this guy gets me one sale a year, correctly. — You want to keep everybody and it's a little different approach of you want a lot of people doing a little bit with few people doing a lot, right? You know, so to keep that going having that consistent I would start off with weekly training. — So here's another question I just thought about because most network marketing organizations have them pay a fee to join the organization. Um should I make these guys pay a fee to join? Well, there are regulations about, you know, fee to just to join the business, you know. Um, FTC has some regulations around that, you know. So, it I would not recommend having high fee if it's a if you're considering a fee. I would I think you could have different requirements than a fee, you know. Um, — he's like, don't do a fee. — Yeah, pretty much. Yes. — Just because it opens up the door of go to jail trouble, you know, especially if it's you have to actually give them, you know, value. So, I mean, we charge $20, but we — 10 20 bucks. — Yeah. 20 bucks. But it's — it's an admin fee. — Yeah. And because you're giving them their link type of a website, right? So, if you get your own name, username dot whatever the company name is. — Yeah. I was just thinking too like to get the serious people, right? because it's like if anyone signs up like you have no skin in the game or and it might liquidate ad spend too to get these people to sign up for the opportunity. — So a lot of companies used to do it. They used to charge $500 or $200 just to join the business or pay like $50 $60 a month licensing fee just to do it. But a lot of them had to shy away from it. They started getting in trouble. — The FTC popped up. — Yeah. — Why? — What's wrong with it? I don't get it. Well, — false promises of what's possible by joining. — Yeah, probably. — Plus, not delivering value. They're it's not tangible value for them in their opinion. Um, so they that's why a lot of them ended up getting in trouble. So, they stop charging or they charge very little fee just to separate, you know, the people that's going to waste time or versus that's going to make a commitment. Obviously, $20 is nothing, right? But after that, we recommend them to, you know, buy products and stuff and that's what you monitor, right? you know, so you could have additional milestones that they have to do to see who's serious and you don't have to here here's what's exciting about if you enter building a sales organization like that. You don't have to give all the commission upfront to the entry level people, right? So you could set milestones where they could get promoted. You know, they do certain amount of volume, they unlock higher percentage commission and you have milestones like that. So you're not — my first guys are getting a,000 bucks. — Yeah. You're not wasting all the money to people that are not serious, you know, and you have everybody joining the program with the clear goal, hey, I need to hurry up and get 10 customers, 20 customers, 30 customers. I need to generate 50,000 or 100,000 in sales so I could unlock higher portion of the compensation and have more skin in the game. And that's how you source. So instead of getting in or out with a um high hurdle for them to go over, it's just get everybody in and let them go through the milestone. Whoever makes it, see whoever makes it. Yeah. — H Okay. [clears throat] So, I'm going to run ads to the whole golf professional world. I'm going say, "Hey, you looking for an opportunity to the people you're already talking to and networking with? If you're a caddy doing this, if you're a sales pro coach doing this, how would you like to make, you know, I don't know if I can say a thousand or something, the FTC, but just, you know, make some extra money on those people by giving them a new opportunity. — Yeah. — Okay. Then they sign up. I have like a VSSL just explaining what M19 is and how they can start referring people. And all they have to do is just get people to fill out a form. They don't even have to sell them. — Yep. And then they can make commission start even referring their friends and other caddies and professionals. — Bro, this is going to we're going to infiltrate the clubs even harder because — well because like people already know about it just because we run so many ads now and it's like we went to Pebble Beach and literally people joined while we were at Pebble Beach. — Oh wow. — Like random people there because they were like, "Dude, we just see everyone with these 19s. What the heck is this? " — Yeah. And we're like, — "Yeah, could you have like a party there or no? " — Like with booths and stuff like that and then like people — We do it already. So like when we do our events, people um or Tiffany gets the booth out because all of our members are going there to get like their stuff and then people walk by. They're like, "What's this? " We're like, "Oh, it's this. " — She needs to sell them. — Well, she don't want to sell them, but — she could sell them. — I know she could, but she — she needs to set them. — Yeah, she should set them. — Mhm. — Yeah. But yeah, — but just like solar and just like the insurance, just like the um home security, like Jeremy was doing, they have the initial sales and they have the closers. — That's what Jeremy was selling was home security. — Yeah, Vivant.

— Oh, that's right. He was in Vivant. — Yeah. He was the main trainer, you know, for Vivant. — We had David Royce on who sold what was it called? Aptive. He sold like for what did he say? like half a billion dollars to Terminex. — Yeah, I sold a few times. — Oh, really? Wow. Yeah. Vivant. Yeah. I mean, they were one of the fastest growing home security company and Jeremy was the main trainer there. — Wow. — And you know, — he was like you for them. — For them. Yeah. And we um company I was with the telecom company. We ended up partnering with Vivven and we used to sell their product for many years and they it was the same thing. you we sold the initial lead and if the closer Vivite closer closes the deal and installs then after that you got commission but we sent them leads right so — so you generated your own leads to sell something different — no their product we weren't we were selling their product — you just affiliating — y — and that's where Direct TV this network you know old that's all they do too — yeah they have all these either direct sales or corporations patients. All they do is just send them leads and we're making sale just like M19 would. The salesperson will give them the lead and when it closes then you just pay commission. And we've done that for in my career home security companies, Verizon, you know, T-Mobile, um, Dish Network or even in Korea, payment processing. I mean, all you're doing is sending them leads and when the close deal closes, you get commission. — Got it. So they actually love channels like that because you're not spending any money up front. — I know. I freaking love it too. — Yeah. — What's your like biggest bottleneck right now? Like what's stopping you guys from going from 400 million to 800 million? — Yeah, that's a good question. So you know anytime we expand into new market, you know, the regulation, setup, 3PL, logistic, up shipping, registering products, those are it's it's quite a bit of nightmare, you know. So right now between last month and this month we're launching Italy, Spain, Chile, Colombia, Peru. Right. So — Oh, so you do everything outside of Korea, not just the United States. — Correct. Yeah. Dang. — So, um, and that's why I travel a lot, you know, like I'm usually traveling, you know, five to 10 countries a month. — Whoa. — So, when you go to Italy, what do you do exactly? That's just how you fly to Italy. — When I go, — do you already have a leader in mind there? Are you looking for leaders in mind? No, we wouldn't launch a market unless I already have couple individuals that I could work with to develop to launch a market with, right? So, without having local leadership, it's not worth launching. — Are you looking for guys like Jeremy or whoever who've like had tons of experience in this industry, you've already done it — in a new market that I'm not going to be full-time building in? Yes, absolutely. So, you know, we launched United Kingdom, we launched um Italy, Spain, they're all experienced salespeople, not skincare, not Korean skincare, but they're experienced salespeople um and leaders that build teams and that's how we connected with them started developing them. — Who's the biggest like network marketing companies in the world that people don't even realize that that's how they're getting customers? — Well, um I mean Amway is the largest. — We were just talking about Amway on the last episode, — right? So they're 8 to10 billion a year company, right? They've been around — they've been on the same sales pitch for 50 years. — Yeah. Longer. I think almost 70 years now, right? And um Urbal Life, right? You know, Herbal Life. Urbal Life obviously Christian Ronaldo is their model. And now I think they're technically a partner for their online selling. Recently they made a new partnership with Christian Ronaldo. So Urban Life sells billions of dollars shake. Um obviously you know Primame which is the Al Williams where you know J um Ed and you know Patrick Beth David they're all from that insurance space. — Um and there are some other big ones. — I was joking on the last pod because the guy got pitched by Amway. That's how he got into real estate and stuff and I was like — I just wonder how long that one couple that you know retired it's like the same story they always use at Amway. — Yeah. You know, I there's this couple that retired when they were like 27. — I gotta tell you about this opportunity. It's the same [ __ ] — I'm like, dude, they've been using that [ __ ] for 50 years. That couple's dead. — That's true. Yeah. I think there's a lot that came out of the network marketing, direct sales training space and a lot of people got into um real estate, you know, insurance and — you end up selling something at the end of the day. — They started their sales um you know, career in there, right? Because maybe they were studying engineering, right? Maybe they were starting and like I was saying earlier, a lot of times when you get invited to network marketing um presentation you were not looking for a sales job. Yeah. — It was just your friend or family, — right? And you just went and now your eyes are open to entrepreneurship. Um you know like actually earning percentage of the sales you make instead of having set hourly wage or you know set you know salary. — So are your products in stores or no? — Only online? — No, we only sell it through our — Why don't you guys like try to get into Sprouts or like other stores like that? But we get pitched all the time, but company doesn't do it because you're competing. — You'll compete with your sales reps. — But so what? The company's still selling more. — You'll lose all your sales reps. They'll sell. — The reason they stay to sell is because they feel like they are the distribution channel, you know, for the brand. — Wow. — Yeah. Because think about it. If they just start selling at Sprouts, the person's like, "Oh, I can just Why I got to buy it through you? I can just buy it at Sprouts. " — Exactly. — Yeah. And now people, sales people, they talk to their friend, they didn't buy it then, but they go into a store and they see it, they buy it there. Yeah. It's not connected to right now. — Interesting. What about like how much do you guys want to grow in the United States right now? — Well, I mean, — how much is that 400 million was in the United States? Um out of 400 million because we've been here the longest three years I say aboutund — about 170 million 160 million — launch in three years. — Yeah. Wow. That's incredible. Did you hear that? — Yeah. Because — we launched US 3 years ago. We launched Taiwan two years ago and Hong Kong year and um year and a half ago. So even though we're 16 countries, rest of the countries, the other 13 countries, we literally just started last few months. — That's crazy. — Now that we have strong enough foundation and system and processes built, we're just adding countries literally two, three countries per month right now. — Makes me feel like I suck at business cuz they 60 million a year average selling shampoo. — I do 100k a month feeling like I'm doing something. — I know, bro. That's a lot of shampoo. — I know. The last like two months, him and I have just we've been interviewing some like big people and different things and I'm like, we suck. — Yeah. — You guys are the experts. I mean, we're all learning. — Yeah. You did 600 million 60 You average $60 million the last three years just in the United States. — But it's deep. — You can't even figure out a wholesale in Las Vegas and I live here. — I've been trying to open this market for too long. selling consumer goods is way easier cuz like it's just people buy it. — Maybe I'll sign up and try. — Well, you know, we just partnered with Dad Built. Like that's going to be my first taste at just selling like a physical product that just — Yeah. — We'll see. — Well, it's a average product cost is $30 to $60, right? So, it's not a I got to go home and think about it three days and I'll buy, you know, it's a 10-minute discussion and people are making decisions. Yeah, Brian, you're not trying to take my life savings. — Right. Low ball means — I just couldn't imagine pitching someone on like shampoo like hey like — right — or I'm sorry it's not shampoo. I'm so sorry it's not shampoo shampoo. We do have shampoo skinare and — skinare. Got it. Got it. — But yeah but I would say — is your average rep a woman? — I said there are more women's but there are two types of people that join an organization like that. So you have businessminded, they're strictly coming to build business and make money. — Oh yeah. — And I would — they've been in this industry before with network marketing — or not, right? You know, even if they've never done direct sales or network marketing or building sales organization, they see it as an opportunity, right? They're like, okay, I see K beauty industry is growing. It's a multi-billion dollar industry. It's a hot industry. It's an easy product to talk about. — There's a high commission at stake. I want to come make money here. So there's probably 10 or 20% of the people are coming in for the opportunity. — Yeah. — 80 to 90% of the people that are coming are they love the products. — Interesting. — You know, and when they love the products, they especially the ladies, they talk about it anyways. Even if they don't get paid, they talk about it anyways. I mean, you know, I tell people all the time, it's like if I just watched the movie Michael, I don't know if you guys saw it. Michael Jackson movie. I It's incredible. So I watched it and of course I enjoy the movie. So of course I'm telling my friends about it. That's word of mouth advertising. And when they go watch it, you don't get paid because it's not my, — you know, I have some favorite restaurants in town. I tell my friends about it all the time. I bring my friends there to eat there all the time. I don't get paid. But that's word of mouth advertising, which is the best form of advertising if you could get it because they actually like the product. — You know what I realized? I need to hire like a guy like you. — Yeah. I need to hire I need to go affiliate PXG. Do you know what PXG is? — Not with your games. — You know what PXG is? — They're golf. — Yeah. — Oh, they go so far. — Um, no, but like because I have all these products in all my suite of businesses and everything has just been the anti-direct selling. It's just me doing ads and, you know, content and it's all me. And I'm just like, dude, if I had a guy who came from your world and they had this catalog of products that they could go out and just bang out, I'm like, dude, and it cost me nothing where I'm just like, bro, get after it and whatever happens happens, you know? — Yeah. Well, maybe after this podcast go live, there are some people from the space. A lot of my — colleagues and the network and audience, they come from that space. Maybe they'll watch it and they'll retail. — I will make you the president. Okay. — The president of my direct organization that does not exist yet. — No interview, — bro. You're in. — Yeah. — You speak Korean. — Yeah. — You're Filipino and you speak English — or Mexican? — Yeah. Or Mexican. — Carlos. Whatever. — That's funny. — That is funny.

— What do you think about like so what's like the future? Like what are you trying to take this business to? like grow it and — are you guys going to exit? Like what's the deal? Well, the company owner, it's owned by uh chairman. Um he he's the 90% plus owner and he's passionate about the heritage and the products. I mean, you talk to him, it doesn't matter what we start the conversation with, within five minutes, — we're talking about the products. Like he is genuinely passionate about the product. So for me, it's kind of important because in the direct sales model, if the owner is planning to exit, you know, then there's no longterm future, right? So I'm glad that that's his passion. You know, he's always spending time making products. Now, as a sales goal for me, as a business person, I see tremendous opportunity in Korean skincare industry between now until 2030. You know, I'll just give you an example. It's a very unique situation that K beauty markets in because if someone comes to us and say, "Hey, who makes the best cars? " you know somebody may say Tesla — you know Tesla or you know Japan or Italy you know Germany or whatever it may be and if whoever if someone asks the question what brand makes the best cars — then they may say Tesla or you know Mercedes BMW Toyota or whatever the brand may be — it's not right or wrong answer but everybody has an opinion — you know Korean skincare is a it's new enough it's pretty unique because when someone says who makes the best skinare today most of the um consumers are saying Korean skincare is the best. But if you ask them what brand in Korean skincare is the best, — no clue. — Nobody could answer. They're just buying whatever they're seeing on Tik Tok. They're at Ulta or Sephora. So that window is — like, you know, I believe between now, that's what everybody says, right? So between now until next three, four, five years, I believe there is a window where people don't know which brand to get, but they just know that it's good. So people are just trying whatever brand. But I think with the next three, four, five years, everybody's going to have an opinion just like every brand dominance like all the other stuff. — Do you guys crush on Tik Tok? I feel like it would work on Tik Tok. — We haven't done anything on Tik Tok. You know, everything up to this point has been on word of mouth advertising. However, you know, we got a pretty aggressive plans for next three four years. So goal is to take the company to 5 billion a year annual sales um company by 2030. I got a road map to open up 50 countries by 2030. — I'm trying to get a thousand caddies by 202. — I swear, dude. I'm like by the end of 2026. — Yeah, I'm like hyped to go get a thousand caddies, right? And we start — and I'm going to change their life, dude. These caddies about to make bank, dude. you started United States but you know it's your model M19 model would work in other countries and everywhere and once you tap into a couple you know key — markets with business people that are you know that have the personality and interest like you and they want to hang out with network together with global entrepreneurs I you explode everywhere and you are big — golf awards like a Las Vegas award and like — well we're already doing that that's on the plan but like Uh that's literally what Brad Sugars was telling us about. We had a call with this uh or we had a podcast with Brad. We'll link to it down below for everyone. But it was one of the most impactful podcasts him and I ever did because he built this company called Action Coach to 2. 6 billion in revenue. He was one of the original gurus before it was a thing. And he goes, "Ryan, the reason that we scaled is because I partnered up with all of these other people and operators who did the selling for us. " And he didn't say it in these words, but he was like, "We have,00 offices in 80 countries. " And he's like, "You're just not thinking globally enough or partnering with other people who can go like, you know, evangelize for you. You're just the one always doing it all yourself. " — He's like, "Give everyone else a piece of the pie to go spread it out. " And I was like, I just have never done that, but — I should. And now you're saying it. And I think it's just confirmation for me of like all right that's like the next key to this unlock — to scale right you know it's like because there's limitation on what one person could do — you know even though yes on social media there's a you could reach more but at the end of the day when it comes into the funnel if it's just from set amount of salespeople that are closing the deal and making the connection then it's there's always a limitation so to scale we just need a lot of people doing a little bit — and I think it's too it's like the first time I've also really had a product where it's like possible to do that like with any average Joe every day to like be able to go — cuz you know I guess you know we've done it in like his real estate business in mind it's like hey if you got a deal send it to us and we'll kick you a referral fee like that's a form of it but how often are people finding deals like that requires them to go find deals whereas — I'm giving you a product that you can go sell and you're already with people who buy this product — you're a caddy at Pebble Beach. Rich people are going there who would buy this product. You're already interacting with them. — Yeah. — You know, and Yeah. It's just like it makes too much sense. — Yeah. — And some of the members if they introduce few other members, you know, them having perks um as a membership, that's a customer to customer referral, right? — And we do that. Yeah. And we've had that and I actually just launched a member referral like initiative for 30 days where I'm giving them like tiers and bonuses and the top refer gets to come on this podcast and um we're going to Shadow Creek for the top three referers. So I'm like I was already kind of thinking through like dude I'm just not using all the means available to me. Dang. Well, you're no one markets better than you and you know, no one understands the speed of execution in business um as you know as well as you do. So, I mean, you adding that to what you've already done with M19 in short few months of time. Yeah. — Which is absolutely incredible. Yeah. — No one has done that in the golf space. and to now scale that with all these golf related professionals or caddies or minor players or you know just people that love golf and they have friends that golf with all the time and they're thinking hey instead of me just joining M19 I should be selling this package and get all my friends to also go on these trips with me and you get some of those guys involved and they start making great money and becomes a career for them and they're sharing their own testimonies and it's I mean — the problem is the Z19 guys are too rich they're not looking for they're doing 10 million a year on average. So like — for them the referral is like — it's hard to get them excited about the money side of it. It's like — makes sense, — you know, — but the caddies and — the catties that's a life-changing opportunity for those guys. — Makes sense. — Yeah. — What about like what's your I guess what is your struggle right now? Like what are you trying to figure out for yourself? Well, you know, it's to scale more um and scale better, you know, because we're onboarding thousands and thousands of people every single week into business, right? In multiple languages, multiple cultures. — Um when we're launching United States, I got to focus on United States just one year. Yeah. Yeah, before I expanded into Taiwan, when I opened up Taiwan, I went there every month, you know, for about a year developing leadership and establishing successful 60 million a year business out of there. Yeah. — You know, but now that I'm launching three, you know, countries a month, right? You know, I I'm not physically as available. So, a lot of things that I used to do in person um or even on Zoom, but me physically doing it, now I'm trying to automate things, right? So we started leadership academy once a month program. I'm doing it live now but I'm creating all these training modules. So next year we could turn it into work with AI this year to make it automated next year. You know so when people hit certain sales milestone they go through these programs that I've done that AI is helping to enhance and simplify and actually automate it next year so we could scale better. What would you do from my point of view with uh just getting started you know we don't need all these fancy crazy things at the moment like you know whether we go one layer or two layers deep right now and just very basic what would you do like do I need to create like a course to onboard them do I need to uh just do weekly calls with them and when I say I not me but whoever is gonna — right — right yeah I would say number one you know design a very attract active compensation for them to sell, for them to recruit and for them to make sure that they help the person they recruit to also sell. Right? So designing a attractive compensation is going to be the first part. Um after that it's a proper onboarding um process. So onboarding is presentation, initial pitch, right? So if there is a short pitch on getting them interested to watch the presentation um that will explain the product and the business and the compensation and after that having an onboarding training you know that gives them the first maybe three four steps of what they have to learn to onboard and actually become a sales agent you know for M19. Um, and after that is, you know, just a community of keeping the salespeople that come through the program to stick around and actually stay productive and make sure they're doing the right activities in a consistently, right? You know, because it's not about just recruiting them. I tell people all the time, recruiting them is important. Closing to get them in is important, but what's more important is getting them to do the right activities. If they don't work, then there's no sales, right? So um making sure that there is a simple training process right after that with the community where at least once a week or once a month they're getting together on Zoom or webinar or whatever the case may be with full of announcement recognition promotions and you know a little bit of training in inspiring messages in there so the community gets developed. Yeah, — I think that's all you need to get it started. So what about uh I guess cuz like in from my point of view it's not like they can direct sell it like skincare or even like these solar guys you know they sell them right then and there right these guys are really just lead generators because still we have to — take them through the um the interview process and make sure we even want the people they recommended and then my sales guy would be the one who finally sells it and you know whatever right — so I guess you wouldn't pay as much. But I guess to your point, I'm going to just pay them what I pay normally for marketing. Why not? You know, if I'm used to paying 2,000 for a customer. — Yeah. — Chop that up. — Yeah. I would structure it in a way where, you know, you have some for the person that's selling at the entry level. You know, if they are high performance, definitely pay them more. Um, but also getting either one or two layers, but also save some for promotions and bonuses, you know, as a pool, you know, for the team. um or — their downline.

— Yeah. And we do, you know, most of direct sales companies that I know, they have good retreat programs once a year. They work hard, they make money, and you take them on these trips, right? So, you want to calculate all that, right? You know, so also you got to leave some room when you have a large organization. Now, you got to run some event, right? You know, so if it's a one, hey, I hope you're enjoying this episode, but how would you like to be the one that I'm interviewing on this show? I'm looking for entrepreneurs who've got a great message to share, who have an inspiring story, and who can add value to the audience. So, submit by going to wealthyway. com. — A year, twice a year, some events, — bro. Caddies are just chilling on the beach. — We're on a cruise. — So, like in two weeks, we have over 400 people. It's this is North America last year performance retreat going to Costa Rica. — Yeah. Wow. So you know they we pay for you know all inquisition. — But you guys pay out 50% of every product sale — correct — plus there's the cost of goods — of course — plus there's profitation and you guys are paying for their like — how much margin does that leave for the company? — Depends on companies but most direct sales companies that's operating with good quality product they're probably shooting for between seven to 10%. — Margin still good. — Yeah. — Yeah. I mean, if you sell 400 million and 10 million or $40 million, like Yeah. — We we'd be good. — Yeah. And goal is to take it to five billion by 2030. — That's netting 500 million. — Wow. That's impressive. — Okay. So, I need to build that, take them on a cruise. — They could just come to the trips. — No, — they're two different avatars. Like, — the trip is the actual client. — Mhm. the member of M19. They're not hanging out with caddies. — They're two totally different people. — It's true. — One is like very sophisticated and like very down to business and then the other's just getting nuts. — Yeah. Hustling. — Oh, bro. Catties. Caddies. I' I've had a lot of them. They — They've had a hard life. Many of them. — But, you know, many of them are motivated, hardworking. — They just lack opportunity. I mean, really, that's the beauty. How else would you make money as a caddy other than your tip? — Exactly. — Now you got a product to sell every day. You're a caddy — and there's no residual benefit of what you know it's every day what they work is what they made right as a tip. So if they could actually build customer base Yeah. — you know and they're maintaining those customer relationship and they're they have something to look forward to when they pay the annual renewal when they go on the next trip, you know, they're getting even if it's $100 or whatever it may be. It's it's you know it could be exciting and you they start doing the math. If I could sell hundred people on these packages and if they renew every year now I have a set income um that will come from 100 people renewing every year and every day as I sell I'm adding on top of my customer base. You know it's not every day just going to work for a certain amount of you know few hundred dollars every day. — How many people you think my top caddy could sell? Freak. I don't I'm even thinking like I don't know — a lot. — I mean it's such an attractive product, right? You know, it's like M19 is an attractive product. Anybody that likes golf, anybody that wants to go travel with and have an excuse and a legitimate reason tax write off, go on trips with other entrepreneurs and hang out with you guys. It's a it's an attractive product, right? and you're covering uh you know it's it's an package that includes an incredible experience in golfing in beautiful places that they may never go on their own, right? So it's such an attractive product if some few people crack the code and start selling it good. I mean I think it's possible for people to start closing 5 10 20 30 deals a month, you know, I mean you know in a year if they're selling two 300. Yeah. — Can you imagine this caddy making 60 G's a month — reoccurring, — right? — It's pretty good, — you know? I mean, if they're making few hundred or thousand, if they're top performers, literally making,000, $22,000, — I'm going to get all these guys out of insurance and I'm like, "Wow, bro, — I guess I'm way better. " — Well, there, you know, there are a lot of good sales, trained up salespeople, um, that are looking for opportunities right now, especially from solar. Yeah. — Because a lot of solar companies closed last year and there are good doortodoor solar guys are good sales people. Yeah. I mean they've gone through some hard trainings, right? — The problem it's like I'm my target is people who are in the golf industry every day. — Yeah. — Because the door to door they ain't going to matter for this. — Yeah. — It's true. Yeah. — But it makes their sale even easier since they're already in the industry. It's just customers come to the shop every day, — right? — As a caddy or as a rep or a cashier, — right? — A cashier. sell them all. — It could be very exciting. — Damn. — M19 could truly become the largest golf club um — in the world — community in the world. — I'm going point back to this episode. So, I'm like an old man. I'm like So, I talked to Danny one day — and I was inspired. I was thinking about it, but he — he brought it up and I — this caddy became the president of the organization. — Made $10 million as a caddy. — That's crazy. — That would be life-changing. huge. — Yeah. — But to your point, the opportunities there. — Yeah. — I I think here's what I love about the

whole network marketing industry, what it stands for. It's giving average people an above average chance. There are so many hard-working people, you know, doing whatever, right? It could be at a restaurant, hotel, it could be cadding, and they just don't have an opportunity. I mean, — I used to work at Starbucks and I I opened New York hotel Starbucks back in 2002, right? But I look back, — I was 4:00 a. m. to 12:00 shift. I mean, I went to work at 3:00 a. m. every day and went to, you know, went to school after in the afternoon, right? I worked hard. — Yeah. But it doesn't matter how hard I worked, right? I was never going to make more than $8. 50 an hour. So there are so many people they they don't lack ambition, you know, they don't lack work ethic. They just lack opportunity. So especially people that love golf already working in the golf industry and many players, you know, just like baseball, right? Many people wanted to become a professional golfer. They never made it. You know, they were good but not good enough. but they're in the community. All their friends are golf related people and now they you could give them an opportunity to make money with what they love. — I freaking love this. You know what's funny is I was you know we had Chandler David Smith on he um you know he built a great sales organization with um Aptive — and uh he basically said that's what he used his YouTube channel for. He was like if they wanted uh cuz I don't even remember if he even had like a coaching program or anything but basically his — he currently does. — Yeah. But back then when he was building his sales organization I'm pretty sure he was like look anyone who came in that didn't want to like invest in real estate but was like Chandler how can I make money? He was like here's how you make money. — Become a sales rep. — Yeah. — You know — and for us we've always been like oh you want to make money like learn to wholesale. We'll teach you how to wholesale. But it's like, you know, most people aren't going to do that. — No. — But it's like, you have this opportunity selling your friends who golf and you're already in the golf space. It's very freaking easy. — You don't even have to sell. You just literally get them to fill out the app. — Yeah. — Like just tell them enough. — I think our training would be even less than needed for other stuff where they actually are selling hardcore like solar for sure or something like high ticket. It's like, — right, — bro. Just give them enough information about it and let — our team handle the rest. — Yeah, — makes sense. And to your point, the members, you know, they they're not interested in making money. So members when they want to refer friends, you know, they're making whoever their introduction person was, Caddy. Yeah. It's they don't want to be the one explaining. It's like, hey, talk to my guy. Yeah. — And you know, he or she explains for them and they're sending even better quality lead. Yeah. — Um, leads, you know, then it should be easier for the sales guys to close, too, because they're warm market leads. — Yeah. So, how do people join your guys' if they don't want to sell golf memberships? Because I I'm claiming all the golfers. — So, what about like all the moms and people who don't want to — Yeah. Our company is called Remon, you know. Um, Remon, — how do you spell that? — R I M. — Okay. Remon. — So, — I'm gonna ask Mindy if she's ever used it. — So, remon. com is our company website. you know, if they want to reach out to me or, you know, anybody they see on social media that's, you know, remon influencers or distributors, then, you know, we could connect them. — Cool. — Beautiful. — We'll do that. Well, bro, I appreciate it. This has been super insightful. Um, open up my mind to new possibilities and, uh, you know, excited to freaking see what happens. — Yeah. Appreciate you having me on. If there's anything I could do to help, I'm here. And we're I love seeing local entrepreneurs doing incredible things, especially, you know, with serving the Lord, you know, promoting and really um doing living by example of what, you know, Christian entrepreneurs should be doing. And I really appreciate who you guys are and what you guys stand for and thanks for having me. — Yeah. And shout out to Austin Boyd for introducing us. And uh you know, I think we were talking about you said you knew Austin since he was like seven years old in the little Korean church. Absolutely. I was like, "Do you guys let white guys in there? " — They were the oni white family in the church. They were renting from the Korean church and um you know, his father was my youth pastor, you know, so it was it's I appreciate that. Another funny story, Austin's wife, Jessica, when she was in her mom's stomach, her mom used to pick up my wife um when she was in middle school to go to that Korean church. — Wow. — So, like we've known Jessica since um she was before she was born. — Yeah. So, we have long history with us and Jessica. Yeah. They're great couple, great family, and they do a lot for the community. We really appreciate them. — Yeah. Cool. Well guys, if you like this episode, real business owners, real entrepreneurs making it happen that you may have never heard of. You're going to be seeing a lot more of this here soon. So, make sure you're subscribed and we'll see you on the next one. Peace. — Hey, thanks for watching the last episode. If you enjoyed it, make sure you catch the next episode that's playing right