Posture, Tracking, and What It Really Takes to Sustain Six Figures with Sara Burdick

Episode Summary

Here's the truth: if you've been building in this industry for nearly a decade and still feel like something isn't clicking—like the duplication just isn't happening the way it should—you're not doing it wrong. You might just be missing the systems, the identity shift, and the honest self-assessment that separates producers from leaders who truly scale.

In this episode, Rachael sits down with Sarah Burdick, a nine-year industry veteran, top recruiter, and career network marketer who has navigated two company transitions, retired herself from nursing, and built a duplicatable business she actually loves. Sarah brings the kind of real talk that's rare from someone at her level—what broke down, what she had to rebuild, and what she would do differently.

Why You Should Listen: What You'll Learn

Understand Why Your First Company May Not Be Your Forever Company When this truth is missing, it looks like staying somewhere you're no longer aligned with out of fear, loyalty, or sunk cost. You'll learn how to evaluate a transition honestly—because once you make a move from a place of integrity and alignment, your belief and your results follow.

See Why Duplication Breaks Down Even for Top Recruiters When you don't understand this, it looks like recruiting at a high level but watching your organization stay flat. You'll learn how placement-heavy comp plans, well-intentioned shortcuts, and missing systems can quietly undermine duplication—because knowing where the breakdown is happening is the first step to fixing it.

Track Your Numbers Like You're Running a Real Business When this habit is missing, it looks like saying "I'm doing all the things" while having no actual data to back it up. You'll learn why daily tracking is the foundation of both sustaining income and coaching your team—because you cannot manage what you're not measuring.

Lead from the Trenches, Not from the Highlight Reel When this is absent, it looks like a top leader who has checked out, leaving their team with no relatable benchmark. You'll learn why staying visible on leaderboards and staying in the daily activity isn't optional for leaders who want to sustain their income—because someone who joined your team last month doesn't know what you did four years ago to get here.

Use Identity Shifts as a Business Strategy When this is missing, it looks like defaulting to your old professional title when someone asks what you do, or privately still not believing this is a "real" career. You'll learn how the moment you fully claim your identity as a network marketer—not in spite of your background, but alongside it—your posture, your recruiting, and your results change with it.

Resources Mentioned

Apply for a Free Mini-Session so we can connect 1:1, review your goals, and talk through opportunities for business growth 👉 https://www.rachaelbodie.com/mini-session

Social Selling Leadership Edit (Free Email Series) Weekly insights on leadership skills for network marketers, recruiting systems, duplication, and sustainable growth 👉 https://www.rachaelbodie.com/leadership-edit-email

Instagram – Daily leadership insights, social selling strategies, and behind-the-scenes mentoring 👉 https://www.instagram.com/rachaelbodie/?hl=en

Elevate for Social Sellers – Facebook Community A space for social sellers focused on mindset, systems, and sustainable growth 👉 https://www.facebook.com/groups/elevateforsocialsellers

Connect with Sara Burdick 

Instagram: https://www.instagram.com/sara

Transcript

SPEAKER_01 0:01

Welcome to the Social Selling Leadership Podcast, the show for six-figure network marketers ready to scale with alignment and simple systems. I'm your host, Rachel Bodie, network marketing expert and industry veteran. Each week you'll learn the strategies and systems top leaders use to enroll high-quality recruits, create duplication in their downline, and lead with confidence. Let's dive in. Okay, well, welcome back to the show. I'm really excited because today we have a special guest. We have Sarah Burdick with us today. Sarah is an industry veteran. She is someone who has actually recently made a successful transition to a new company, and she's here to share some of the mindset and strategies that she has learned along the way. Sarah, welcome. Hey, thank you so much. Yeah, I'm so glad to have you here today. Can you just share a little bit about how you found network marketing, what that journey was like?

SPEAKER_00 1:01

Yeah, sure. So it was pretty much on accident, which I think is a lot of times the case for people. Um I was a nurse, I still am a nurse, but I don't work in the field anymore. So I was a nurse by trade, and um I had had some major health changes personally that I needed to continue making. And I had someone that I knew personally that was all over my Facebook feed, and she was sharing her health and wellness journey. Um, and I said, you know, I really would love to get back into working out because I was a three-season athlete in college. I've always been into fitness, um, but I had kind of fallen out of it through being a nurse, just working day and night shift rotation was really harsh on my body, and um, I wanted to get back into it. So I needed a little bit of accountability and I knew that's what she was offering. And so I signed up to be what they called a coach then, which I knew nothing about. Um, she just said, you know, this is a good way to earn back what you're spending on supplements. And so I was like, you know, that sounds cool. We were renovating our house. So um I was working two jobs as a nurse at that time, and a little extra money wasn't gonna hurt, but I knew I didn't want to hurt our family's finances by, you know, adding any any more expenses. And so I said, okay, you know, tell me how to do it. And I became a coach. And so that's how I got into the industry in general about nine years ago. And so it was kind of ignorance on fire. Yeah. I think that's if I'm being honest, I didn't look at any of the things that you should look at when starting a business. Um, I just looked at what she was doing and I said, hey, you know, I think this is something cool, so let's do it.

SPEAKER_01 2:41

So we were laughing before the show because both of us uh came from Beach Body, that was our original company body, and we were laughing about compensation plans because we both we didn't know what we didn't know, right? You don't know to look at the compensation. I didn't even look. Yeah, so live and learn, which we'll talk about here in a second. But as we got on the call, and for those who can see the video, I was complimenting Sarah on her beautiful hair. You guys know about my hair journey. I've done like the PRP, it's like the perimenopause hair loss. I've done oral monoxidal doing all the things. And Sarah has this gorgeous hair, and she was sharing. Is it okay for me to share?

SPEAKER_02 3:15

Yeah, yeah.

SPEAKER_01 3:16

She mentioned you said you're open. So she mentioned that she had uh dealt with alopecia, and that that is what led her down this path uh to uh look at this the health journey, and that so so basically you when you're connecting with this person, this your upline, they just did they they just said, Hey, here's a great way to earn some extra income back. That was that was pretty much it. You were like, Yeah.

SPEAKER_00 3:41

Pretty much she just straight up offered me the business opportunity, and I was like, Okay, cool. I didn't look at the comp plan. Um, I think her her sentence was something like, This is a cool way that you can earn back what you spend on supplements. And so that sounded good to me. That was all it took, and I and I jumped right in. Um, I didn't even have a social media at that time. I had a Facebook, but it was like a hundred people that I knew from high school, and then I wasn't on Instagram or anything. So I had no idea what I was getting into at all. Um, and I'm naturally a pretty introverted person, so I thought to myself, well, I'm never gonna share the before and afters that she shared. You know, so some of the things that went through my head, I didn't I didn't know what I was getting into at all, which of course you've seen um what my page looks like now, which is totally different. Um, but I I that was my first introduction into network marketing, and I'm really, really grateful for that season because, you know, at that time Beach Body was a big company and um it was a beast, you know, there was there was hundreds of thousands of coaches. I learned from some of the best and the top people in the industry, and that really set the pace for me kind of wrapping my head around what was possible, which came later down the road with the mindset. But um, yeah, it was it was that's how I got in. I just jumped in, and I think that sometimes that's the best way to go for it instead of looking at every single detail of every single thing. Right. Um, so yeah. Like the analysis paralysis for sure.

SPEAKER_01 5:12

Absolutely. So what were what were the early years of your business like? Like what was that like for you? Was it more was it quick build? Was it more of a slow build?

SPEAKER_00 5:21

No, I I think I have what I would call normal progress every year. In the very beginning, I was working two jobs as a nurse, one full-time and then one that they call per diem, which is you sign up for shifts. And um this the per diem job, I actually did need to work every single week. So it wasn't something that was just a choice for me. It was something that I did have to do for our family. My husband had just started his own business in carpentry at that time, and we had gutted our entire house. We were um in Vermont at the time. We live in Florida now, uh, which was a dream. It was on my vision board for years. Um, but I lived in Vermont, that's where we both grew up. And so we had a lot on our plate, you know, we were newlyweds, all the things. And um, so I was working two different nursing jobs. One of them was day and night rotation. So every couple of weeks I'd be on nights and then I'd be on days, and it was really, really hectic. Um, but basically what I did when I jumped in was I didn't know what I was doing, but I just took the lead of the person that I signed up with and, you know, started sharing about the supplements that I was using, about the workouts that I was doing, um, very basic stuff. But I would say a couple of months in, I had had a little bit of success, you know, beginner success, brought on a few people a month. There was a company pace there. I'm sure you remember it was Success Club, they called it. And so I had brought in at least five new people a month for the first couple of months, um, made a little bit of money, but not life-changing money, you know. Um, but I specifically remember sitting in the grocery store parking lot after a night shift. I was exhausted. Um, and I had made a post that got a little bit of attention because I I think I must have been like a couple months in because I remember it was a 10-week transformation and I shared it for the first time, which was terrifying to me. Oh, remember that.

SPEAKER_01 7:16

I've been here.

SPEAKER_00 7:17

Oh my gosh, that's a whole nother story that I like took me two hours to make a post because I was so terrified. Um, but I had made a post that got a little bit of attention because it was a before and after of a workout program that I had done. And so I sat in that grocery store parking lot and I responded to several messages and all of them said yes, which I'm not here to say that everybody that you reach out to is gonna say yes, but everybody said yes, they wanted to go on with the next round of the workout program with me. And so I sat in that parking lot in about 30 minutes, I made about $63, which is not life-changing money, but I thought to myself, I was like, well, if 30 minutes I can do that and make this much money, then I wonder what will happen if I put a full hour in every day or two hours in every day. And so that was like a huge mindset, mindset shift for me in terms of what was possible. And um, because you know, a lot of times I think in these companies you hear from the the very top earners and then the very beginners, but it's kind of the ones in the middle that are so relatable that you don't hear a lot from. And so for me, just understanding that in 30 minutes I made $63, that's more than I made as a nurse in 30 minutes, you know. So I just had this huge mindset shift in that grocery store parking lot. It's a very memorable time for me because that's when I realized, like, okay, I'm gonna get serious about this. And I did not share the business opportunity of network marketing and for eight months. And so that was a whole that was the next time that I remember in the early years of having like some big shifts in my career that really, really changed me. But that first story I share with my teams all the time to let them know, like, hey, this is a big deal when you, you know, get your first paychecks. And um, you know, it's nothing, it's nothing to sneeze at when it's when you're new to it, you know, because it's hard work to learn a new skill. And um, most, I would say all people when they first start in network marketing, they are a volunteer army, right? So you have to volunteer and make time for this to make it work. And that's you, none of us have the time. None of us are just like, oh yeah, have all this time, you know, busy never goes away. So I always share that story with my teams to let them know that I did start at the bottom, you know, I didn't know it all when I started, but that was a huge mindset shift for me in the very beginning.

SPEAKER_01 9:38

I love so much of what you said there. I think number one, we're able, we're able to coach and mentor our team from a place of experience. And it's a great way to overcome objections too. Yeah, right. When you go face to camera on stories or you're talking in reels and you're saying, Hey, when I started, I didn't know what I was doing either. When I started, I was super busy working two jobs, right? It's a way to overcome the objection because they can see themselves in your story. So I love that. And I also love what you said about recognizing your team for those small wins. I think as leaders, I think I know our job is to point out mile markers of success for people. Because our inclination as humans, I'd say as especially as women, is we minimize our wins. Yeah, we don't celebrate our wins. We look at someone who's way further ahead of us and we compare to that.

SPEAKER_02 10:29

Yeah. Right.

SPEAKER_01 10:30

Versus comparing to where we started. So I just I think that I think the leaders who are listening, that our job is we talk about recognition, recognizing the small and the big. Um so that's so good. Um, talk about your journey to your first six-figure month. Like what it sounds like.

SPEAKER_00 10:47

That um that was something I had to visualize and I had to put myself in the position of, but so the first couple of years that I was in network marketing, I really wrapped my brain about around what was possible, which is what I just shared with you. Um, but I took two years before I actually realized that I could retire myself from nursing. You know, it wasn't just like overnight that was my goal, but it was to pay back my my supplements that I was using. That was the first goal. I think a lot of people have that as a first goal. But then as time went on, I realized what was what I was capable of and you know what I really was dreaming about. I allowed myself to dream. And um after the first year, I think it was a little over a year, I quit that pretty m job. And I quit that pretty damn job because I realized that that was kind of holding me back in my network marketing business, because that first kind of year, maybe to year and a half, it was a little bit like this with income up and down. And it wasn't life-changing money because I was putting in a half an hour here and a half an hour there. Um, but that per dum job paid me very well as a nurse, right? And so that was like my fallback plan. If my network marketing business wasn't where I thought it should be, then I would just go work another shift, right? Ah, your plan B basically. Yeah. So I really had this like aha moment where I was making enough to replace that per dum job. But I realized I had to be more consistent with it. And so I talked to my husband about it and I was like, I think I'm gonna quit my per dum job. And he was like, okay, go for it. You know, he's he's been like my biggest supporter over the last nine years of anything that I've wanted to do. Um, and once I quit that job, I went ham. Like I literally went ham because I was like, okay, like if I'm gonna quit this job that pays me $500 per shift, then I need to be making double that, right? For for me to make this worth it. And so I did that. And then by the end of that second year, I was looking at retiring myself from nursing. That was like a huge shift in that, you know, one and two year period there. And by the end of, well, two and a half years in, I knew that I was replacing my nursing income. I had been matching it pretty much, like monthly in terms of income. And I was still with my first company, you know, I was with my first company for five and a half years. So I had a lot of the learning that went through those first five years. Um, but I knew in my mind that I could replace my nursing income. I didn't speak it out loud though. I did not never said it out loud because I was sort of afraid to say it out loud. I knew my husband would be supportive, but I was nervous about it because I knew, you know, I I had identified as a nurse for a long time. That was my career path. You know, there were so many emotions that went through through my mind. So um one night I kind of was and my husband and I were out to dinner and I kind of had the you know joking conversation. I was like, yeah, well, what if I actually retire myself from nursing? And he was like, Yeah, what if you do? And I was like, what? So um we, you know, had like a real conversation about it. And he, I mean, he knew what my income was was basically, but I had this like mushbun bank account that my beach body m money went into. And and sure, like I, you know, over the first two years I paid for our new kitchen appliances with it, you know, that it was like not our main bill payer, but it was an account that we took money out of. And so I told him what I was like what I was making in it, and he said, Well, how about if you do that for another six months and then we'll kind of revisit this? So I thought that was a good idea to, you know, see see that it was stable and things like that. And um, that was when I really feel like I changed my belief system in who I was, what I was doing, what I was going for. And those were the times when I was writing in my gratitude journal. Like I was grateful for the opportunity, um, you know, doing affirmations of where I was going, what I was doing. And that was like the second huge shift in me. And by the end of that third year, or I guess it was between year four and five. Sorry, it was between year four and five. I had already quit my nursing job and I had had stable income that I was matching or surpassing it. And um, I actually made a pivot to a new company. And that was when I said to myself, okay, Sarah, you're gonna do it big. Like it's a new ground floor company, you're gonna go after it. And um, that was the lead up to my first six-figure year. And I became the top recruiter there for three years in a row. It was a really cool opportunity, and there was massive growth steps that happened within that. So that's kind of what led up to my first six figure year, and here we are almost nine years, or we're a little over nine years, and I love hearing that.

SPEAKER_01 15:48

I think the experience for a lot of network marketers, especially if you're a career network marketer, is sometimes your first company isn't your company that ends up being your home, right? Again, just because like what we talked about, because you're just getting you're coming in and you don't know what you don't know. Um, I really love what you shared about that identity piece, how you identified as a nurse. Yeah, I think that's a big thing for so many of us who, whatever professional career we came from, shifting and like identifying as a professional network marketer.

SPEAKER_00 16:20

Yeah, you know, it's really hard. That was a really hard um mindset shift for me because I remember even the first couple of years, you know, like I said, I didn't speak the business opportunity for eight months when I was in it. And that was mostly because I didn't really know if I knew how to teach people what I was doing because I was still so in and out working my my job, my nursing job, that I thought, oh my God, I'm still like a chicken with my head cut off a lot of times. How am I ever gonna teach someone else how to do this? Um, but once I did start to talk about the business opportunity, I mean, I have a leader who's been with me ever since, and she's been the top leader on my team because I shared about a trip that I earned. That was how I introduced the business opportunity was that I shared about a trip that I had earned. And um, you know, over the years, I just realized how like what a gift this opportunity is.

SPEAKER_01 17:09

So before, so so you're sharing kind of you got into your second company, you were having tremendous success, top recruiter. Talk about what was the biggest challenge you were facing in your business then.

SPEAKER_00 17:22

So I think the biggest challenge for me there was duplication. Um and that was because I was a top recruiter for three years. And so we had a comp plan that we had a placement suite. And what happened for my business was it was great. I was a top recruiter, but I built out my entire downline. And so what happens there a lot of times, um, and hopefully I can talk about this openly on your your podcast. Yes, please. Um, what happens sometimes when you have a comp plan like that is that the people you build under are your leaders on your team, but they're not necessarily leading a team. And so um I had a lot of people that had a lot of volume underneath them that I had built. And they they were happy, but they weren't working. And I learned from that. I learned a lot from that. Um and I have since really worked hard on the systems, the duplicatable systems in my business. Um, I'm a system-minded person and I always had a system for myself, but I didn't really have one that I implemented for my organization, and so that was like the second huge mindset shift as a leader that I had in my second business. Because, you know, along the way, you take things from each opportunity, and um that was kind of a huge aha moment for me in my second business and and and really understanding how I was gonna not just make six figures but keep six figures and scale to seven.

SPEAKER_01 18:56

Yeah, I think that's uh important for you to share. And I don't, I mean, I don't want anything to be off limits because I think these are the conversations we need to be having, right? When you do have those placement suites and you help people or place people that can create it can be a beautiful thing, it also can create complacency or expectation, like, hey, place people under me, right?

SPEAKER_00 19:18

For me, it was a huge um I felt like I was getting burnt out by it and and and the pressure to continually perform at that top recruiter level and not have any duplication, it really hurt my mindset a lot, honestly, because I thought to myself, how come I can do this, but I can't teach anyone to come up to this level with me? I I don't understand, but it was a lot of it now reflecting is that I they didn't need to, you know, they were happy where they were at, you know. So um that was that was a big learning moment for me in in my business.

SPEAKER_01 19:55

Tell me how it, so well, I've got a bunch of questions. I want to talk about how you transitioned to your current business. I'd love to hear how that impacts how you're recruiting and duplicating now. But I also want to hear about how you came to this company. What made you decide to make the change?

SPEAKER_00 20:12

So there was a lot of factors. Um, but just to kind of speed up the story, uh, the my second company made some corporate changes, and it was for the betterment of the corporate, but not the betterment of the field. And um, I was pretty vocal about that in the leadership groups that I was in. And that was okay. It was okay um because every career people change their jobs, right? Every single career, people change their jobs. So I think it's important to understand that like change in network marketing isn't any different than any other industry or career field. If you find something that's better for you and your family, you should be doing that, right? So um that's number one. But they made some corporate changes that I was no longer aligned with and some compensation plan changes that felt like they changed the rules in the ninth inning. Um, and so it was um for me something that I became unhappy with. And so I didn't just make a pivot right then. I really did some reflecting, some personal work, and I actually thought that I was gonna completely get out of network marketing, affiliate marketing completely. I got licensed um in insurance and really I was looking for uh another path. I I love sales, I love helping people, I love marketing, I love mentoring and coaching. Um, I I took a real estate class. So there was all kinds of things that I was really searching out for about a year. Um, in that same amount of time, I had hit 40 and I felt like Paramenopause slapped me in the face really hard on both sides. Yeah. Um And I just, for someone who had focused on health and wellness for so long, I just felt like a stranger in my own body. I felt like I didn't know how to make anything work anymore. Um, I had put on some weight and I was still doing all the things that had worked before, but I just wasn't feeling good. Um, I had sleep issues, I had really crippling brain fog. And so that whole year I had I was still partnered with the other company, but I had some big heavy things on my heart with business. And then also my physical health wasn't great. I did not feel like myself. And um, so I was really researching um into frequency, energy. I was really doing research into health um cellular health and wellness and cellular repair, mitochondrial dysfunction, all the things. I'd seen lots of doctors and they, you know, did the lab work. They're like, you're normal, you're too young for paramenopauses. I was like, I feel anything but normal. So I don't know how that I that can all be normal. It was really a frustrating process. Um, but I actually really dove into hormone therapy, things like that, and spent tens of thousands of dollars on lots of supplements, lots of therapies, and I still didn't feel great at the end of the year. But one thing that I was doing is I was actually um, we had moved across country from Vermont to Florida during that time. So there was a lot of change going on in my life. Um, and one of the things that I started doing when I got here was there was a red light, infrared sauna place here, and I just loved it.

SPEAKER_02 23:34

Yeah.

SPEAKER_00 23:35

And one of the days that I was there, and this is like for me, you know, whatever you believe in, but it was like a God moment for me. Everything came together. I was in the sauna, and the guy that was doing the I I guess it's it's kind of like a yoga meditation on the sauna screen. Oh, cool. He was talking about your frequency and how the red light helps with your frequency and your cells. And I had been doing this research on it, and I was like, oh my gosh, I've never heard anybody talk about this like this. And um, that very next week, one of my really good friends who I was a sideline to in Green Compass and leadership, she made this big post about her paramenopause and her thyroid and how she was starting these new products that focused on frequency, cellular frequency, and cellular health and wellness. And I was like, I messaged her right away. I text her, I'm like, what is this? Tell me what this is. Because I was just at the red light sauna, and here's what happened. So it was like all together in a matter of a couple days, I learned about the company, Frequence. And they, you know, were we are the world's first and only frequency-tuned nutrition. Uh, we focus on cellular health and repair. And I just knew I had to try it. And of course, I was like, sign me up as an affiliate because if I love it, I'm gonna share it. And I had all this other stuff going on in my business. So, of course, I didn't tell my my downline, I didn't tell anyone what I was doing. Um, but I had incredible results with the products. And so this was really kind of the first time that I had thought to myself, well, maybe this still is the industry for me. Maybe I just need to figure out where I want to be, what I want to share. Um, and so I made a pivot about a year ago to frequence. And when I say this, it sounds kind of cliche, but everything that I was looking for or that I had been missing before was here. And it all started with the products. I am someone who will not put my name on a product that I haven't tried. I am not someone who jumps for a business opportunity, it has to be right alignment with what the business is too. So um that's kind of how I got here into what I'm doing now, and I've had incredible results and an incredible transformation. Um I know I've seen, I've been cheering. Yeah, it's just been such an awesome past year, and I love it so much, and I feel very aligned in what I'm doing and with the people that I'm doing it with. Um, so that's huge.

SPEAKER_01 26:11

And I think you hit on something that I think is so important: belief in the product. And belief in the product comes from personal transformation. 1000. Right? Like, if you are not using and loving the product, how in the world are you going to inspire other people to use products or overcome objections?

SPEAKER_00 26:29

That's right.

SPEAKER_01 26:30

Right?

SPEAKER_00 26:30

Like, so you have to have so much conviction that you can provide the value that it's gonna offer to other people, and so for me, that's a must-have in my business.

SPEAKER_01 26:41

100%. So let's go back to the recruiting and duplication, like lessons learned and bringing that into your business now. Can you share a little bit about that?

SPEAKER_00 26:50

Yeah, absolutely. So um, I think when I was with the second company, what happened was I had a huge vision for the ground floor opportunity. And so I shared the business all the time. Um, the other thing about that company was that the product transformation was my husband's. It wasn't mine. Oh, that's such an interesting point, right? Like what we just said. And so uh, you know, so I understood, you know, we had a he had a great transformation with those products, which which we still had, right? So it was still in alignment at that time. Um, but it was his story that I was sharing. So the business story was mine to share. Um and so that's one of the reasons why I went so hard after sharing the business opportunity, which was great at the time. It was great at the time, but um I learned there, like I said, that duplication was vital to my business. And I knew I needed that. And I have always used a simple system for myself. Um, I it's a checklist. I actually have I just started filling it out today. It's a weekly checklist. And even nine years in, I still use a simple checklist in a notebook. I am not fancy with technology, and it has never stopped me from making more money. So if people are out there thinking they've got to have all these CRM systems, let me just tell you those are okay if they work for your brain. They don't work for my brain. I need a checklist of what to do each day to get it done and make sure that I don't miss anything on that checklist. And the more I do this checklist per day, the more my business grows. And so I know that, and that's what I what I now teach my my teams is a simple checklist. And um, when I came here, I worked really hard with my business partner to make sure we had simple duplicatable systems in place for onboarding for social media, because even in 2026, I'm telling you, there are people that still don't know how to make a post on social media. Oh, 100% for us, seems like how can you not know? But um, it's because we've been elbow deep in it for years, right? So um just making sure that I'm really focused on never forgetting what it's like to be brand new. And so that's the shift that I've made here is having duplicatable systems and it's been incredible and it's been freeing of my time, and I don't feel any sort of burnout at all, um, which has been really, really incredible for our business and the company.

SPEAKER_01 29:17

So yeah, so I mean, I could go on and on about tracking. Tracking is like I I cannot say more about it. Tracking reveals what's true, yeah, right? Our brain is gonna tell us we're working so hard, I'm doing all the things, and then you look at your tracker.

SPEAKER_00 29:33

Yep, right.

SPEAKER_01 29:34

I mean, I've been there in my own business. I'm like, oh my gosh, I just did so many invites. And I look down, it's like three reach outs. So you cannot manage what you're not measuring. And as a mentor, it is very challenging to coach someone who's telling you, I'm doing all the things. Right. How are you gonna coach someone through that?

SPEAKER_00 29:52

First thing I do when somebody says that to me, I said, send me your checklist.

SPEAKER_01 29:55

So you can see where the holes are. Are you not adding to your network? Are you not doing behind the scenes conversations? Are you not doing one-to-one reach outs? Like where the holes, right?

SPEAKER_00 30:05

Yeah. And I have I have kind of a step system. So whenever somebody says, Oh, I'm doing all the things and it's it's not duplicating or it's not working for me, I say, okay, send me your checklist. And if they send me the checklist and they have done all the checks, I'm like, okay, send me some screenshots of your your recent conversation. Right. And um, then I'm gonna help you. And it's not a judgment, it's uh, hey, let's work on this together. So and that's what I make sure to let them know beforehand. Hey, I'm not here to judge you, but let's see your checklist, let's see some of the conversations you're having, and I'm gonna help you close some of these conversations. I'm a strong closer, I know that I'm a very one-on-one person. And so um, for me, it's really important to help use that zone of genius for my team. And so teaching them the methods of closing, but I need to see what they're doing first. And so usually if they haven't sent it to me, they're probably not doing it. They're like, you know, I actually didn't do it. And I'm like, okay, so work on that next week we'll we'll revisit.

SPEAKER_01 31:00

So it I think that you hit on something important. It's looking at the tracker or the checklist, as you call it, uh, and seeing if there are holes. And then if everything is done, then going a layer deeper and saying, okay, you're doing the what, but let's look at the how. What are you saying? Are you word vomiting on someone when they ask a question? Are you not asking enough questions? Are you not, are you not using closing questions? And you know, I think um I think you hit on something that's so important. I think sometimes leaders get to a certain level and they there's some entitlement that happens where it's like, I don't need to do that. But when someone chooses you as a mentor, part of my our responsibility is to help them duplicate, and duplication requires feedback.

SPEAKER_00 31:44

That's right.

SPEAKER_01 31:44

Right? Whether it's one-on-one or in a group environment, it requires feedback.

SPEAKER_00 31:47

One of the things I actually had written down for this that I didn't didn't say is that uh how to not just make a 10K month, but how to sustain 10K months. Oh, yeah. And so for me, that has been to be in the trenches with my team all of the time. My goal in in our company, we have a rolling leader board that we see every single day. It's a top 30 recruiting, top 30 in customers. My name has never not been on that board. I might not be at the number one spot every single time, but my name is always on the board. I want my team to know I'm not doing anything that I'm I'm not not doing what I'm asking them to do, you know. And um I think that sustaining eight to 10K months or or or more, your team has to know you're in the trenches with them. And somebody who comes on four years into your business doesn't know what you did four years ago to get to the 10K months. Right. So if you're totally checked out and just, you know, what you know, we call it collecting, if you're just collecting, no shade to those people who do it, by the way. But for me, it's really important that my team knows I'm leading, not just collecting. I want them to know I'm in the trenches, I want them to see my name on the leaderboards. I am not driven by recognition, which I know is very odd in this business. It's it's an outlier. Um, but I'm driven by time freedom. And that's why I do this. And so I have always been someone who really tries to be relatable to even the newest person who comes in. I'm not a flashy person. Um, you know, you'll never see a lot of things that my business buys for me, but what you'll see is what it does for my life, which is allows me to go to the beach and walk every day, allows me to move to the beach, which I was not close to.

SPEAKER_01 33:31

Yeah.

SPEAKER_00 33:31

Allows me to um spend time with my family and take time off of my phone. Like time freedom to me is my gold. And so I have to be in the trenches with them to continue to lead that life and show people what's possible. Um, and just making sure that I'm always relatable to people. Because I think sometimes the top, top tier people are not always relatable, even to me at this stage in my career, it's not always relatable what what they're doing with their lives. And um, you know, my my income here buys my time freedom, and that's so special to me.

SPEAKER_01 34:07

Yeah, I mean, that's the reason I would say why most people get into network marketing. Yeah, right, is you want to have time freedom and flexibility. Um can you share a little bit about when it comes to recruiting? How how what's your philosophy behind recruiting? Has that changed at all?

SPEAKER_00 34:24

Um, yeah, I've I mean, I think it's evolved, if I'm being honest. I really believe in posture over persuasion. And so being really, really confident in what I'm doing and who I'm sharing it with has been a big piece of my recruiting background. And um it that goes back to me wrapping my head around the fact that I'm in network marketing and not a nurse. And not that I'm not a nurse, but that I lead with that. And so I think just having a real confident line around when somebody asks, like, what do you do? I say, Oh, I'm in health and wellness and I'm an affiliate partnered with X Company. And I just come off with it really, really confident. And um, that's kind of grown over time because way back when I was not confident in it. And so I've had to work on that. And so I really, really believe in posture over persuasion. And each company's been different, you know, like back in the beach buddy days, it was hard to be a coach because most of the time people wanted this big transformation before they became a coach, right? So that could take a year for someone, that could take a year, and most of the time people don't stick with health and wellness habits, you know. So that was really hard. So then when I transferred in into the next company, the products were were great, the comp plan was hard, and so that was that was a sticky point, right? And then so there's been different boxes that I've had to check to get to where I'm going. But I really think for me is just showing up with confidence about what I'm doing. And like I said before, the time freedom is is what I boast about. That's my biggest thing.

SPEAKER_01 36:03

Yeah, I love that. I'm here for that. Uh what you just said, I love the this whole concept of posture. And I think I think posture comes with practice and being able to present your story essentially. Like when someone asks what you do, it's so fascinating you brought this up. I was, I just talked about it in my stories today. Um, because one of my clients was asking me about this. I did uh a retreat, I think it was last, maybe it was like six months ago in Punta Cana. And this is all multi-six and seven figure orders in the room. Some of the spouses are there, and we were talking about presenting your story.

SPEAKER_00 36:38

Yeah.

SPEAKER_01 36:38

And these are women, mostly women, who are killing it, right? We're like 20, 40, 80k months. And several of them felt uncomfortable sharing their story. So I think what you just hit on is not just important for us, practicing what do you say when someone says what do you do, but then helping your team to practice. Yeah. Right? Because if they don't know, an overwhelm mind shuts down and just they default to I'm a mom or I'm a nurse or I'm a versus an opportunity to anchor into the identity of who you actually are.

SPEAKER_00 37:12

Yeah, and I think, you know, over the years, there's there's a there's been a stigma about affiliate and network marketing for decades. Um, and so oftentimes, and you I'm sure you know this to be true, but if we have one negative, we have to have three positives. Like there's there's a science psychology law that goes around, I can't remember the name of it, but you have to have three positives to negate any negative. And so, you know, the one time someone says, Oh, it's a scam or it's a pyramid scheme or whatever, that's what sticks with people, right? Not the hundreds of people that you've helped with their wellness, right? So I I think practice and also as a leader, just being confident in what we do, and that's really been um a big piece of of recruitment for me. And with each company, it's been a little bit different. With my current company with Frequence, the products are so good and it's so simple to become an affiliate afterwards. There's no, you know, big signup process. It's it's like you can upgrade to an affiliate. I have people get the product. If they're not sure about the business, I have people just get the products and and let it naturally happen. That's been a really beautiful part of this new company for me. Um, so just having confidence in what you're doing and that takes practice. So I used to practice what I was gonna say at home. Yeah, and it took me, it took me a while to to really like come out with it. But once I did, now I'm so proud of what I get to do. And I don't hesitate. I don't lead with I'm a nurse. Um, there's a lot of a lot of other things to my to who I am, more than affiliate and network marketing. But I I when somebody asks me what I do, I lead with that because it's a huge part of my life. And the more I practice it, the more confident I am. And then people see my lifestyle and they're like, oh, oh wow, you can really be successful in that. You know, so I don't have to show them the things that it's bought me. I just have to be confident and and have the posture of like, yes, this is what I do. And it it's it almost always somebody asks me, do you have a sample of what your products are? I'm like, sure. And I carry this little thing around all the time at the gym and it's got like pockets, and I I think I I know I have samples in here right now, but that's what I do. I carry these around and so good. That's it. That's the best practice.

SPEAKER_01 39:28

Yes, I never leave home without samples. It's really health and wellness or beauty.

SPEAKER_00 39:32

And if you do it and you miss out on someone who asks, you'll never leave home without it again. And I tell my people that have samples on you because you never know who's gonna ask you in person. So um, yeah, I I always do. And and you know, I'm not like a huge sampler all the time, but I never leave home without a sample.

SPEAKER_01 39:50

Yeah, just in case. Always be ready. So, what would you say to the six-figure network market or direct sales leader who feels stuck? What advice would you give to her? I always ask this question every time, and I love I love hearing the answers.

SPEAKER_00 40:03

Yeah, so I would say if you're stuck, one of the biggest things that you need to do is um assess your business. What's going well, what's not going well, and be real with yourself about it. You know, it's it's not critical, but it's it's not to criticize yourself, but it's to figure out what's really not going well. Cause I think a lot of times people don't know why they're stuck. And so for me, with some of my peers and things like people that I've talked to, they're not tracking their business. Right. I track my numbers every single day.

SPEAKER_01 40:37

And so I know that's a huge best practice for everyone listening.

SPEAKER_00 40:40

Yes.

SPEAKER_01 40:40

If you're stuck and you don't know your numbers, you don't know your business activity, you don't know your reach outs, you don't that then that's a good place to start.

SPEAKER_00 40:48

Yeah, you have to be tracking your business and your numbers. You know, I'm constantly checking my organizational volume every day. I have an alarm in my phone at 8 p.m. Because I go to bed at 8 30. That's why there's no science behind that, other than I need to be in bed early.

SPEAKER_01 41:02

And it makes me feel better about myself. Thank you for saying that. Because I'm like, I'm literally going to be in bed by usual at 8. Yes.

SPEAKER_00 41:09

Um, so I started that practice. Actually, I would say that was a big factor that led me to my first six figure year was tracking my numbers because it makes you really aware. It and also allows you to plan for certain things, incentives, whatever you're gonna run in your business. Um, and that's a huge one. I think that's probably the biggest one is a lot of leaders that have been like, How did you get to this level? I'm like, Oh, are you tracking? Where were you at this month last month at this time? And they're like, I have no idea. And I'm like, What do you mean you have no idea? So that's a huge piece. Um, and then another big piece, which I'm in, what we call at frequents, we have um my rank is triple platinum, and we have a mastermind. So every single week we get on with the CEO and she spends an hour with us and we mastermind because we're not the tip top rank, but we're just one tier down. Yeah. And that's right. And um, it's a really cool group. And I was the leader of the group a couple weeks ago, and one of the biggest things were they weren't doing personal development. And I was like, What? Are you kidding me? And they said, Yeah, I just I stopped doing it, and or they hadn't ever done it. And I'm like, Imagine where you could get your business.

SPEAKER_01 42:22

Oh my gosh.

SPEAKER_00 42:22

That's like actually why started doing personal development. So sometimes the the things that are stuck for top leaders are still the basics because mic drop right there. It's like the basics are what got you here, what makes you think that you don't need to keep doing them to get there. And so those are the two main things in my career that I've noticed that that top performers in the business are probably not doing if they're stuck. Um, but I'm sure there's I'm sure there's lots of little things that that stick people in one place, but it's your belief, your mindset, and making sure you know where you're at, tracking your numbers and really getting into the nitty-gritty of your business. When people have a brick and mortar business, they run the business. They know the numbers, they know how much inventory they need. This is no different. We don't have inventory, cool, but we still need to know the numbers. We still need to know the seasons of our business. We still need to know when this is going to be a big season or when we need to incentivize a season. So, as a top leader, you need to be in control and leading your business. And I think that's what a lot of people are missing. And it's incredible to me the the how far people get in their businesses without doing these basics sometimes, or for leaving the basics behind.

SPEAKER_01 43:44

So, yeah, I think that's a really good message too, kind of going into summer. We're gonna be, you know, or the end of April or going into May, and summer traditionally in network marketing can be a challenging time. And so, to your point, knowing that, planning for it, right, and and potentially. Having team events or customer events or incentives. So I think that's really good. This has been so much fun. I I love being able to learn more about you. I learned some things uh here today, and I think that's uh what you shared is gonna be so helpful and serve someone in the industry. So appreciate you sharing. Um, where is the best place for people to connect with you or follow along your journey?

SPEAKER_00 44:20

So I'm old school, I'm just on Facebook and Instagram right now. Um so my Instagram is Sarah on Purpose and it's S-A-R-A, and Facebook is Sarah Burdick. That's my name. I think I'm maxed out on Facebook. However, I am in the process of formulating a YouTube channel. So I'm gonna be YouTube shorts, and um, I'm gonna really gear my content towards navigating midlife naturally. So um I'm really putting some stuff together for that. And it's just gonna be Sarah on purpose, same thing on YouTube.

SPEAKER_01 44:53

So we'll tag it all in the show notes so everyone knows can spell it correctly and everything. Um so good. Well, oh my gosh, this is my pleasure. I'm so so glad we were able to do this. Uh, for everyone listening, if this episode's uh really resonated with you, be sure to share it uh on social, tag us if you do, or share it with someone who needs this conversation. Um, we're just so grateful for your, you know, precious earbud time is really valuable. So we're so grateful that you listened today, and we will see you next time.