The Best of Business Building

GARY: Some of the old business-building techniques were valuable! This is why it’s so important for you to look at some of the older distributors who built decades ago in Young Living. But here’s the real precious value, and that is that when you take the knowledge from the past and incorporate it with the new technology of today—it’s win/win/win for everybody. So use it, understand it. However, we can’t build a business totally the way we did 20 years ago. If we focused that way, we’d be behind the eight ball. We’ve got to build for tomorrow, not just for today.

This is why I say to study the trends, what’s going to change, and what’s going to happen five years from now. You need to be studying and reading and understanding that the trends will dictate the outcome. Watch the trends; you want to be ahead of them. It’s like getting on a surfboard. You don’t get behind the wave; you get in front of it. Be sure that you’re in front of the wave.

Gary and Mary Young at 2017's Grand Convention.

Gary and Mary Young at 2017′s Grand Convention.

We’re headed into a new wave of business building and leadership. I’ve been talking about this for the last five years, and it’s very exciting when we understand the dynamics of the change in the mentality of building a business today. It’s not the old way. We need to be prepared for change in the trend of business and leadership. Looking back, we see the need to look into the future. Right, Mary?

MARY: It’s a good combination.

GARY: It’s a great combination. So here’s something that’s interesting with the switch from kings and chiefs to community fathers such as doctors, lawyers, and town merchants. From the 1880s to the 1920s, business transitioned from fathers to titans of industry like Carnegie, Morgan, and Rockefeller. From the 40s to the 70s, there was another shift from business tycoons to managers that was spurred by the work of Edward Deming and innovators like Sam Walton. All of you know of Sam Walton, the founder of Walmart, right?

I mention this to make my point that we have to be prepared to continually look at how we can go into the future and keep growing. Young Living is the oldest and fastest-growing essential oil company in the world today. Do we want to rest on our laurels now that we’ve reached over $1 billion in yearly sales? Not a chance. We’re just at the point where we can light the rocket. We’ve made enough mistakes that now we know how to get it right, right? Yes!

We Have Something to Believe In!

New sign at Simiane-La-Rotonde farm in Provence, 2003.

Celebrating having a new sign at the Young Living Lavender farm in the Simiane-la-Rotonde Valley in Provence, France, in 2003.

GARY: I don’t care what other companies say, because I know this business better than anyone out there. I’m in it every day. And if you question what I say, then jump on the plane this afternoon, go to France, call Jean-Noël, and have him give you a tour of Provence. All you’re going to see everywhere you drive on the plateau is Young Living, Young Living, Young Living, Young Living farms. No company in the world can boast that, and I’m not about boasting, I’m about stating fact.

You have something to believe in. You have something to be proud of, because I looked at the trends 30 years ago, I looked at what was going to happen. I looked at medicine and knew that it could not sustain itself going forward the way it was. The future is natural medicine, and it’s growing more and more every year.

Do we still build a business like we did a decade ago? How many say yes?

The Young Living Lavender Farm in the Simiane Valley in Provence, France, is the largest true lavender farm in the world!

The Young Living Lavender Farm in the Simiane Valley in Provence, France, is the largest true lavender farm in the world!

MARY: Not very many.

GARY: Good, thank you. But are there facets of business building from a decade ago that should be incorporated today?

MARY: Yes.

GARY: Yes. And what Mary said about doing it one-on-one, in your home, is so fantastic. What you people have today is that you have the best of both worlds. You have the knowledge from the past, from some of these seasoned builders. And you know, when I listen to Mary talk, I think “How could she have done all that at 39?”

MARY:  Oh, isn’t he sweet!


Learning about Trends

GARY: Are you studying the trends of today? Even Cosmopolitan magazine talks about trends. I remember years ago Faith Popcorn was writing about trends. How many have heard of Faith Popcorn? Yes, she writes about business. Twenty years ago she wrote: “Pay attention! The new trend is aromatherapy.” Where are we today? Essential oils are vitally important!

france lavender 3So, it’s about reading and studying trends, staying ahead of them, and looking at how you can adapt, improvise, adjust, and become part of the trends that are happening. It’s really important. Yes, it’s how Mary built 20 years ago, and how 25 years ago, I built my distributorships, my businesses. I was the top person in two different multilevel companies in the early 1980s. Why? Because I needed money to get through school.

There’s so much that you can do, and this industry is the greatest industry in the world that allows you to be independent, free-thinking, progressive, and successful financially, progressing every day into what you want to become.

So where is the essential oil industry going? Look at the trends. I think everybody here has grown a garden or at least had a plant in their house or a tree in their yard; so they understand that there’s only so much space and so many farms to grow and only so many plants, and yet the increase and the demand for more oil is growing very fast.

Young Living is the only company that studied the trends and demand. We understand where it’s going and have positioned ourselves to be the supplier of your future. If I hadn’t started 30 years ago, we wouldn’t have the oils today. Some of you can remember, I told you five years ago, if I hadn’t developed the farms in France 23 years ago, we would not have lavender. You Young Living people may be the only ones in the world today who have true Lavandula angustifolia, also called Lavandula officinalis—true lavender.

Gary planting lavender in France, 2003.

Gary planting lavender in France.


Conventions: Seeking Substance

MARY: I have to tell you a funny story. When I was building my business many, many years ago, long before Young Living, I loved conventions. Why? Because I could see the people in my organization. It was about being together, the meetings before, the meetings afterwards. We loved each other so much, and it was such a thrill to see everyone.

Jean Marie Hepworth

Jean Marie Hepworth

But you know what? There wasn’t much substance in the general meetings, and the leaders would be out in the halls visiting. I remember looking at that and thinking, “How sad it is that the company speakers have so little substance that the leaders don’t even want to be in their meetings.”

GARY: I also have to tell a little story, and I hope Mary will be okay with it.

MARY:  Uh oh!

GARY: There was an annual convention of the other company in Anaheim, California, shortly after Mary also became—shh!—a Young Living distributor, and I was teaching a Raindrop seminar in Santa Barbara. She called me and asked me if I could stop in Anaheim on my way, that there were people she would like me to meet. So here they are at their annual convention, and I dropped in on them. The biggest meeting was held upstairs in Mary and Vonn’s suite, where I introduced Young Living to—Jean Marie Hepworth and her husband. That was where Mary’s Young Living organization began. So yes, she is a unique teacher.

Building Relationships

GARY: I’d like to share about business building today. Mary, do you see yourself building a business today the way you did 20 years ago?

mary picMARY: I would build much the same because I’m not a Facebook person, an Internet person, nor a social media person. I’m a one-on-one person. I like to be close to the people I bring into the business, and I feel that I have a responsibility to make sure that they become successful if that is their desire. I stay with them and help them and teach them until they are able to start teaching their people. It creates a foundation that is so strong, so solid, that people don’t leave. They don’t go looking elsewhere.

GARY: And part of that is just like being here the last three days. It’s about building relationships. I’d like to see a show of hands of how many of you have started a new relationship here at convention this year.

MARY: Wow! That’s fantastic!

GARY: Darn dust in the air. I keep getting a lump in my throat, but it’s precious to me because that’s what Young Living’s about: building relationships and bringing our Creator into those relationships. It’s so bonding.

But as we look at today, all of you have your own talents and personalities and build in little different ways.