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You didn’t get burned. You just didn’t do the work.
That’s the blunt truth Todd Falcone dropped during our conversation. Todd isn’t some theory-driven consultant—he’s been in the trenches of sales and network marketing for 35 years, built teams, spoken in 33 countries, and trained thousands. And what he said hit home: too many founders, entrepreneurs, and men in general hide behind excuses instead of facing reality.
We covered everything from how to spot scams and choose the right company, to why communication and resilience matter more than any compensation plan, and why the masculinity crisis is tied to our ability to handle rejection and keep moving.
Whether you’ve dismissed network marketing in the past or not, the lessons here apply to anyone who wants to build a business—or a life—without excuses.
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From Broke Childhood to First Cold Call
Todd grew up in a home without money.
His parents divorced, and at 22 he thought he was showing up for a job interview. Instead, it was a pitch for a business opportunity. He didn’t flinch. “Cool, sign me up,” he said. That blind step launched a 36-year career. The lesson? He didn’t overthink it. No paralysis. No cynicism. Just action.
Most men today get stuck at the starting line, dissecting every potential pitfall until they’ve talked themselves out of moving.
It’s interesting, people are often mad at the lack of results from the work they never did.”
The Skills That Matter Most
I asked Todd: what does it take to succeed?
“Communication skills, discipline, and thick skin,” he answered.
Sounds simple, but most men fail here. They shy away from conversations. They lack structure without a boss pushing them. And they crumble at the first rejection. Entrepreneurship, Todd reminded me, is really self-improvement in disguise.
You become who you need to be by showing up daily, not by waiting until you “feel ready.”
🧠 Did you know? 💡
The largest network marketing company in the world is Amway, generating over $8.9 billion in revenue in 2023—bigger than many global retail chains. (learn more)
The direct selling industry (Network Marketing) has produced more self-made millionaires than any other business model worldwide. (learn more)
Warren Buffett once owned a network marketing company—Pampered Chef, acquired by Berkshire Hathaway in 2002—calling it “the best business investment I ever made.” (learn more)
Nearly 8% of American adults have participated in network marketing at some point. That means almost one in every 13 people you meet has tried—or is trying—the MLM business model. (learn more)
Masculinity, Soy Boys, and Reality Checks
I pressed Todd on what he sees in today’s men. His answer was sharp.
“There’s an attack on the nuclear family. You can’t be a manly man anymore. I even got yelled at for opening a door for a woman.” Todd wasn’t being political—he was being real. Rejection, risk, discipline, accountability. These are masculine traits, and they’re also the traits of any founder who survives long enough to thrive.
When men lose these, they lose their edge not just in relationships, but in business.
Why Women Dominate Network Marketing
Here’s the paradox: network marketing is 70 percent women.
Why? Because it allows flexibility to stay at home, and because women are natural networkers. As Todd put it, the product dictates the culture. Skincare? Mostly women. Energy drinks? Younger men. Vascular health? Older clients. The bigger lesson for founders: know your product and who it attracts.
Your market dictates your culture. Ignore that, and you’re fighting gravity.
Watch the full podcast:
How to Spot the Right Opportunity
I asked Todd how to avoid scams.
His answer wasn’t about numbers—it was about people. “It’s not the comp plan. Ownership is everything. Who’s running the company? What’s their track record? Can you see yourself selling the product? Are the field leaders ethical, active, and building? If the answer is no, run.” Forget obsessing over payouts or timing. The right leadership and the right product are what sustain any business.
That applies as much to SaaS and real estate as it does to supplements.
Key Takeaways You Can Apply Today
Ownership is everything. Before joining or investing in a company, research the founder’s track record and leadership style. A one-hour deep dive on Google and LinkedIn can save you years of wasted time. Todd made it clear: even the best products collapse under poor leadership, while average products thrive with the right people at the helm.
Master communication skills. If you can’t hold conversations with strangers, you’ll never scale. Start small—commit to three new conversations a day to build confidence and flow. As Todd said, network marketing or sales isn’t about scripts—it’s about being able to carry a real, human conversation.
Discipline beats motivation. Entrepreneurs don’t have bosses. Create your own structure: set working hours, track activity, and review performance weekly to hold yourself accountable. Todd reminded us that in network marketing no one fires you—you either build your own system or drift into inactivity.
Resilience wins. Expect rejection and plan for it. Instead of being shocked when someone says “no,” aim to collect 20 rejections a week and treat them as progress markers. Todd compared it to the proverb: “Knocked down seven times, stand up eight.” That mindset separates survivors from quitters.
Product dictates culture. Don’t just chase opportunity—ask if you can genuinely see yourself using and selling the product. If not, you’ll never build the conviction needed to win long-term. Todd gave the example: he’d never sell skincare, because he doesn’t use it. Conviction comes from alignment, not compensation plans.
If you want to go deeper with Todd’s work, whether it’s learning the skills to sell, building resilience, or finding the right opportunity, you can connect with him directly at ToddFalcone.com.
That’s a wrap!
Talk soon,
Roman
Struggles? Good.
I help founders turn their story, values, and experience into a high-trust newsletter that attracts the right clients and drives consistent growth.
It’s all backed by real scars. I built and scaled a 7-figure nanotech business, sold over $10M in sales, lost it all, and rebuilt from scratch—twice.
If you’re ready to scale your business, let’s talk.
👇🏼